Strategy Deployment
Strategy Deployment at a glance
Strategy Deployment is skilled in delivering highly configurable applications and partner products to major organisations for successful business transformation. Strategy Deployment helps organisations exponentially enhance their own organisational performance.
Strategy Deployment follows a simple and effective partnership approach: your data, your vision, our applications. 'Partnership not Consultation'.
Their Challenge
Strategy Deployment has relied on referrals for business growth. They often engage with a client for an initial contract and grow the relationship, and revenue, through the expansion of services over time. Furthermore, the Strategy Deployment principals have built a strong reputation in the business transformation and process improvement field that has been instrumental to winning new business.
Strategy Deployment chose to work with Network Sunday's Salespro team as a business development partner to develop a process to consistently and predictably build their sales lead pipeline to increase annual sales revenue.
Like most business development outreach programmes, one of the biggest challenges was to source the right companies and key decision-makers. To achieve this objective required was to source companies based on annual turnover and companies that have demonstrated commitment to business transformation and process improvement.
How we helped
The Salespro team worked closely with the Strategy Deployment Managing Director and other company managers to source companies and contacts that were a good fit for their services and that were likely to have budget.
SalesPro tested a number of LinkedIn research approaches and reviewed the results of each with the client team. Through multiple test searches and reviewing search results to get client feedback, SalesPro was able to quickly develop a list of over 950 companies. The next step was to find and engage with the correct people. The Salespro research method proved to be very effective in identifying the right contacts. This was achieved through a combination of finely-tuned Sales Navigator searches, individually reviewing LinkedIn member profiles, to find the right contacts. A multi-channel campaign was then launched through LinkedIn and email to generate meeting opportunities with the right contacts. This was achieved with minimum time invested by the client through our IM platform (Flock; which operates in much the same way as Slack).
Results
The ongoing campaign proved to be very successful by consistently generating a high conversion rate of new LinkedIn connections and exploratory meetings that progressed to Sales Qualified Leads. Salespro and Strategy Deployment collaborated on a regular basis and whilst the client was open to seeking opportunities in several industries, their headcount, annual turnover, and contact function profile significantly narrowed valid companies and contacts. The Salespro team was able to successfully engage the client with the right companies and titles within those companies by applying a multi-layered research and sourcing approach. The client had an average of 1.6 exploratory meetings per week. Of the initial exploratory meetings, a total of 15 of these meetings progressed to a second meeting or more; a Sales Qualified Lead. Over 80% of the exploratory meetings were with a senior decision-maker. However, SalesPro scheduled some meetings with other contacts at times as a means of getting the client “in the door”. In these cases, the initial contact person often referred the client to the appropriate contact within the organisation.
Target Companies Sourced
Over 950
Contact List with Email
3137
Market Qualified Leads
131
Booked Exploratory Meetings
38
Sales Qualified Leads
10
Opportunity Pipeline
£225,000
Claire Phillips
Managing Director, Strategy Deployment Ltd
"Working with Network Sunday has been an absolute pleasure. They constantly bring great ideas to the table, challenge our thinking and all whilst being excellent tacticians. Network Sunday's Salespro service has become synonymous with the sales and marketing efforts to our tareget accounts."
Business to Human (B2H) Marketing Solutions
Office Address
Network Sunday Mocatta House, Trafalgar Place, Brighton BN1 4DU United Kingdom Tel: +44 (0)1273 256 495