can a sales approach be improved?
A client that leases consultants had trouble recruiting new
clients. The company’s sales force often visited the wrong
target groups and visits seldom lead to a business deal.
KW Partners was called in to make the sales approach more effective.
First we ranked the customer lists according to purchasing probability.
Besides varying degrees of interest in leasing consultants,
we discovered the companies could also be divided into three
groups with different demands and expectations. Based on this
segmentation, we created three different products and sales
presentations.
This segmentation means the sales force now knows what type
of customer is scheduled for a visit and can prepare the visit
and arguments in advance.
The result was more sales visits with the right customers and
sales presentations that match customers’ needs and therefore
generate more closed deals.
Please contact:
Bo Sjöborg
phone : 08-410 150 11
e-mail: bo.sjoborg@kwpartners.se
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