Pipeline Development Services
Our pipeline management service exists both to open new doors, and to work on existing leads across a large universe in order to help them develop into quality opportunities.
We do this following some very old school practices – as follows:
- Identifying the real decision makers within large organisations
- Writing polite, well crafted sales letters to them and warning PA’s that they are coming
- Respectfully asking for a set time to chat on the phone to the target
- Working through our pitch on the phone in a deliberate but compelling manner
- Qualifying the prospect and pushing (not too hard) for the opportunity to meet
We allocate a dedicated named resource to this work for at least one day of each week. The person spends that day making calls using our own contact management (or CRM) software – (if you use one we can use yours), pitching the various sales messages that our client has to the senior management of a chosen vertical market. All notes / contact updates and progress will be tracked in our contact management system, which will act as a record of work done. The following week we do more calls and follow-up on the previous week’s work, allowing breathing time for the client to digest information sent, but pursuing them in a carefully managed way.
In addition to the individual resource our own admin and management team will help to work up suitable datasets (we own lots of data in various sectors, specifically UK and European markets), and we’re experts at ‘google’ desk research to build up suitable call lists. We also support the resource by looking after mailings and letter production for specific follow-ups etc... to make sure that their time is spent making calls and not doing administration.
We anticipate that after an initial period of 3-4 weeks we should be delivering a qualified appointment for each day worked. We have found that this service line is suitable for arranging meetings with board level Directors of large organisations, in the UK and across Europe.
