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Case Studies - UK Energy Management Software Company

The Brief:
To book qualified appointments for a successful and growing UK energy management software company for its field sales representatives across London and South East England. The target market - FTSE 100/250 companies together with public sector organisations.

Action:
We invested time in understanding this client’s message and offering to ensure our telemarketing delivered maximum impact. We also concentrated on prospective clients that adhered to a strict suitability criterion, set out by our client. To achieve their brief we had to be knowledgeable of legislative changes in the sector, the intricacies of our client’s software solution and its benefits to prospective clients.
Initially we conducted an outbound campaign to establish the correct decision makers, their key needs and potential objections. This was followed up by a weekly review for learning and constant refinement of the pitch.
We were responsible for the management of client diaries, email requests for information and all diarised call backs.

Results:
We made over 170 qualified appointments in a 9 month period (less than 3 hours per appointment on average).

Client Comment:
"Nigel took our general specification for targeting clients, honed the process, trained up his staff and delivered consistent, excellent results week after week. We were also delighted with both Nigel's and his staff’s easy manner - nothing was ever a problem, a pleasure to work with. Fully recommended."

Cian Duggan
Director, Carbon Credentials




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