The company was a provider of enterprise-wide business system solutions. Despite being a leader in their field, the company had failed to sell their product into a particular market sector. They commissioned some research into the reasons for their failure.
Within four weeks just one person telephoning a previously failed market brought requests for a meeting from Board Directors of two major £400m+ turnover prospect companies, yet:
- Not one of those calls was a sales call
- The person calling the companies knew very little about the solution on offer and even less about the prospect market
How did she do it?
She used free-form exploratory telephone research to:
- Identify principal drivers and constraints upon the use of integrated enterprise-wide business systems within the target industry
- Establish the opportunity for the company to feature in the re-engineering of business systems within the target industry
- Ascertain what would make choosing this company a viable solution
And that's how the meetings came about - in each case at the specific request of the Board Director at the prospect company.
How did she know how to do it?
She followed the principles laid out in our courses.
How do I know that?
She was me and I wrote the courses.
For details of all our courses see our Products page.
