WHEN IS A LEAD DEAD?

One of our clients had collected data from exhibiting at major industry shows and their website landing pages. The data was 6-18 months old and they hadn't had the expected ROI from their marketing efforts. They needed more sales appointments to get potential clients into their sales funnel to hit their forecast for that year. 

Xpand UnLimited were able to consult with the client take an exact brief of what the ideal prospect looked like, understand the proposition and then deliver 10 fully qualified BANT appointments of which the client converted over 40%.

Background to the customer

One of the largest independent vendors of web security solutions in Europe: a global company, growing each year.

Who was involved?

• Xpand UnLimited Director
• Xpand UnLimited Appointment Setter
• Client Directors
• Client Sales Manager
• Client Internal Sales
• Client Vendor
• Client Engineers

The problems

1. Time
   Account Managers were so busy nurturing existing clients and hot leads there wasn't enough time to call other outstanding leads.
2. The right staff
   Lack of motivated, experienced cold callers in the area within the budget constraints.
3. Tracking leads
   A great CRM package that, unfortunately, didn't allow the tracking, recording of cold call outcomes, and the filtering of information to make the right calls at the right time.
4. Product knowledge
   To get telemarketers up to speed, fully understanding the value proposition, thus ensuring a concise yet worthwhile dialogue with prospective clients would have taken months of training.

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