A machine manufacturer with global reach was struggling to find new
business and generate additional business from current clients.
The BDPros team was initially tasked with following up on customers who had agreements
in place to buy parts at a discounted rate and had not made a purchase in a year or more.
After having success reconnecting with those clients, the BDPros sales team also began:
Initiating parts agreements with customers
who did not already have one.
Upselling current clients for project
management and virtual services.
Selling new machines and equipment
to brand new prospects as well as upgraded
machines to previous customers.
The company’s current client data was disorganized with some
client agreements only existing on paper documents.
Client contact information was outdated and
stored in several locations.
The company was in the process of building a CRM system but
was not near implementation; proving problematic for effective
outreach and correspondence tracking.
Information obtained in the field by sales was not properly
transferred to internal staff for system updates.
BDPros implemented its sales process management procedures and processes to provide
support in all necessary areas.
Bi-weekly meetings were organized between key members of the client’s company
and the BDPros sales teams to foster a more collaborative environment.
An extensive data cleanup was completed by the BDPros team to ensure proper
assignment and tagging o leads, clients, and open items.
The BDPros team set up and implemented a separate and new CRM system
for use in sales efforts while the client continued to build out their internal system.
The teams worked together to generate procedures and processes to
ensure timelines were met for incoming requests and outgoing orders.
The client company could continue internal organizational efforts while
outbound sales activity was completed and logged by the BDPros team.
In the first 90 days of the partnership, the BDPros team:
Refined and combined several lists of data to obtain a clean list of contacts which were loaded into the CRM the BDPros team implemented.
Over 150 new/updated contacts were identified.
Pricing was provided to 19 clients for orders and 2 clients were set up with discounted order agreements.
Located 3 new machine purchase opportunities.
Built a pipeline over $1,000,000 in opportunities.
Over $64,000 in closed business.