From a sales person development perspective, this activity also needed to ensure a long term impact. The coaching and structure of the software platform would enable a consultative selling approach to be practiced and developed so that the sales team were more able to identify and qualify complicated solution opportunities in the future.
“Through the Coservit campaign, we secured meetings with our top target prospect accounts and also significantly increased our sales pipeline. We were pleased that we were able to identify multiple projects per account, giving us more to develop for the long term.” Jean Marc Delage, SCC France
Coservit worked with SCC and HPE to build a responsive script for an infrastructure assessment for the sales reps to talk through with their prospects. The script ensured that the conversation delivered a consistent value proposition as well as gathering key profiling information. At each stage, LeadSeed signposted next questions to ask to ensure that all potential opportunities were properly qualified.
Working with 3 SCC sales people and HPE Marketing Agency NetPartnering, Coservit ran one Blitz Day including coaching and intensive calling using LeadSeed’s Discovery module.
In parallel to the SCC team focusing on the target 50 accounts, NetPartnering also delivered a number of days of telemarketing to a more general prospect database utilizing the same LeadSeed Discovery tool.
The campaign achieved its objectives and provided the required ROI to enable a further campaign to be rolled out. Specifically: