Manufacturing niche specialist*
Territory Coverage & Qualified Field Sales Appointments
| Business Background |
| A typical German 'Mittelstand', and market leader in its field, manufacturing a specialist technology used in a wide range of manufacturing environments, with annual revenues of approximately €40 Million. |
| Challenge |
| Our client is well established in German and in international markets in Eastern Europe and China, with a strong reputation with existing customers but the challenge of identifying and winning new customers. The Field Sales organisation is relatively small and specialised with a focus on managing existing customers and managing incoming requests, and have little time for proactive new customer prospecting and acquisition. |
| Solution and Results |
| Max ASP was chosen to design and implement a New Customer Acquisition Program focused on specific territories in Germany with limited Client Field Sales coverage. Max ASP's objective is to ‘cold’ outbound call senior decision-makers (eg. Heads of Manufacturing or Heads of Production) to speak to them in detail about their current technology and manufacturing environment in the specialist field we are focused on and to understand their future strategy and plans in this area, including plans for existing or new production facilities expansion. The program is based on strong Max ASP TeleSales and Client Side Field Sales teamworking and regular 2-way communication. In less than 6 months a multi-million Euro sales pipeline has been built up and the first major new customer sales have been completed, and a brand new CRM process has been established. |
* 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 For this reason in general specific client names will not be published here.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
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