international business services leader*
Enterprise Lead Generation & Sales Coordination
| Business Background |
| An international market leader in a highly specialised B2B market niche related to global business documentation and content. |
| Challenge |
| Our client is a market leader in its field with an extensive blue-chip customer base but with a limited profile outside of this existing client base in some key European markets. The Field Sales organisation is specialised and relatively small, with limited time for new account prospecting and acquisition. At the same time there is a high investment required to engage new customer targets and a significant amount of Field Sales time is wasted pursuing target accounts which have no real purchasing intent. |
| Solution and Results |
| Max ASP was selected to design and implement a Strategic Customer Acquisition Program with close alignment and integration to the Client Side Field Sales organisation. This activity is especially demanding as the characteristics and types of Decision-Maker we have to identify and speak to in each target organisation are often very different. It is critical to understand the structure of each target organisation in detail and to build up account intelligence step by step. In less than 6 months Max ASP has generated a pipeline of more than €2 Million and has generated leads and appointments in some of the most well known companies in Germany and in the UK, including major manufacturing conglomerates. |
* By definition Max ASP's specialist service activities are linked to our clients' objectives to gain a competitive advantage in the sales arena. For this reason in general specific client names will not be published here.
Core Competence
Inside Max ASP
Germany
Call +49 731 15927 - 0
South Africa
Call +27 11 5813 - 130