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