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Case Study: Energy Management Systems Provider

Brief: To organise qualified meetings with senior decision makers at councils across the UK, to discuss the implementation of our client’s energy management system, a Cisco product.

Action:
•  We made calls into UK councils to identify key decision makers.
•  We called on the back of an e-marketing campaign.
•  If a new contact was established, they would be added to the CRM.
•  Appointments were set in line with qualification criteria.

Results:
We outperformed expectations, and provided a reliable metric which we delivered across the duration of the campaign.

Findings:
We knew that some of the contacts we needed to speak with held the same job role at several councils. Therefore, we adjusted the calling to cover all the days of the week, increasing our chances of speaking with them.

We found that in regards to implementing the energy management system, there were several contacts who would be involved with the decision. We liaised with receptionists, PA’s, gatekeepers and their colleagues to identify who we needed to speak to.

We developed a very effective and strong working relationship with the client. Ahead of the campaign they provided a clear sufficient brief. They visited our offices regularly throughout the campaign, working closely with the team, and there is no doubt this contributed towards the success of the campaign.



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