Case Studies

IT

Global leader in the wired, wireless LAN access infrastructure and data storage

Requirements and Challenges

Shortage of sales leads, sales resources

Migration from direct selling to distributor selling

Solutions and Strategies

Conduct kickoff meeting with client to set campaign goal clarify target, and define A-Lead criteria for optimal results.

Obtain appointment by using BANT criteria to qualify leads through one-on-one conversation and route to sales rep including high quality memo.

Conduct sales assignment in Client’s environment.

Research for lead qualification on customer database.

Identify customer needs through the outbound call, to hand off to distributors.

Results

Demand Generation

Pipeline Enhancement

Progress management for distributor’s project