A professional services firm which specialises in the provision of a range of IT services, including the newly formed division that was tasked to focus upon RPA (Robotic Process Automation) software projects.
The company’s goal was to target C-suite executives in some of the largest companies in the world and they understood it would be difficult to reach the actual decision makers.
Through their own internal efforts, the firm were generating some sales appointments, but the investment in time and money was beginning to provide diminishing returns, and their control over the quality of appointments left a lot to be desired.
We took a look at what was working – and wasn’t – for the sales staff and developed a new approach based upon the 4 pillars of our system. By focusing upon individual relationships, and devising a messaging strategy that would convert more of their ideal clients to book an appointment, they were able to take back control of their sales pipeline and reduce the unnecessary waste of their time and resources:
Because lead times in their industry can be 2-3 months, and 6-months in certain cases, we ensured they had a consistent stream of sales appointments every month and a full pipeline of sales opportunities to steepen their revenue curve into the future.
LinkedxOptimization’s 4x-Quadrant Process enabled the business to generate US$326,000 in earnings over the course of 6 months
Within months they’d seen their active contacts surge to over 3,500 quality connections which provided their sales team with a continual pool of quality sales opportunities flowing through their doors.
This consistency in their pipeline has led to more predictability and less money and time spent attending trade shows across the country.
The firm expects to receive multiples on their investment because of the additional business that will come through closing deals with 2nd level connections.