Profiling the FMCG sector Broadley Speaking
Case Study

Profiling the FMCG sector and delivering sales appointments for a global handling system supplier

THE BRIEF

Our client supplies fully integrated material handling systems and has installations throughout the world. They engaged Broadley Speaking to profile key FMCG manufacturers in UK and Ireland which were looking at replacing or upgrading their existing automatic palletising, or companies who do not have any automatic palletising but were looking to automate their systems.

OUR SOLUTION

Applying our Total Prospect Management method, we started to build detailed profiles of relevant prospects, their sites, business units, decision making hierarchies and individual buyers and influencers within them. This gave our client a previously unparalleled view of their prospects and allowed us and them to plan individual sales strategies within each market sector and individual prospects.

THE OUTCOME

This holistic approach led to 285 completely profiled sales opportunities and 80 fully qualified sales appointments.

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Sales Opportunities
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Appointments
Service Profile:
Strategic Thinking
Campaign Planning
Sales Advocacy