The Challenge: Client's European acquisition starts new sales quest
The Solution: AQL researched organisational structures and tested sales messages to find the most effective method of opening conversations with contacts in different countries.
This process included distilling what made the facility attractive to new users and tailoring the sales message so that resonated with contacts who could be open to looking at new locations and suppliers. The successful outcome in setting up meetings, was the result of applying the right sales message to right contact.
The Client: Professional Services in the IT Sector
The Challenge: Making appointments where prospects rarely answer calls.
The Solution: Some sectors are exceptionally "noisy", where contacts hardly ever pick up their phones. AQL efforts to carefully research contacts to improve the accuracy of targeting the right person in large organisations paid off.
This was achieved through the use of social media profile the target and using this media to make contact. Where the centre for decision making was shared, AQL made contact with different management levels and departments, increasing awareness and building relationships with our client's brand.
The Challenge: Making market research and market intelligence work harder to generate sales leads
The Solution: Using a market research survey, AQL helped the client identify key issues in achieving growth.
These included finding out past customers views and in the process, finding new key decision makers. The analysis led to a new campaign which embraced new prospects and past customers. A key issue that emerged was the rotating personnel and organisational changes reinvigorated activity with customers our client had assumed had been lost.
The Challenge: Improving productivity of internal lead-generation team.
The Solution: Providing one-to-one coaching from an experienced AQL Consultant enabled our Client's team to change processes and how conversations were managed.
Processes included the way prospects were profiled and making greater use of information gathered in previous calls. The outcome of conversations were improved through recording and listening to calls and then feeding back, one-to-one, suggested changes.