| The Scenario |
 |
 A
consulting firm was
having a difficult time generating quality leads. Two
employees of the company handled the selling activities for
the company. Unfortunately, they were spending most of their
time prospecting and little time meeting prospects
face-to-face. The company's revenues were restricted and the
company was consistently failing to meet its growth
objectives.
| Actions Taken |
|
The consulting
company turned to the people at Sogistics,
who were experts at helping companies implement lead
generation systems. Sogistics custom-built a "front-end"
for the company, which brought prospects to the company. The
program that Sogistics developed consisted of several direct
marketing components that not only helped the company to
establish new relations with prospective customers, but also
helped them to build and strengthen relations with current
customers, past customers, and existing active prospects.
Moreover, Sogistics managed the program throughout the year
to ensure that it stayed on track and to alleviate most of
the burden that otherwise would have fallen on the company's
employees.
| The Results |
|
After a few
short months, quality leads were streaming in and being
harvested by the consulting company's salespeople. They
began spending very little time performing inefficient
prospecting activities. Most of their time was now being
absorbed by more value-adding activities, such as meeting
with prospects and developing proposals. Not only were the
salespeople more satisfied with their jobs, they were now
able to meet and exceed the revenue goals of the
company.
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