An engineering company

This company sells high value bespoke capital items. The company hadn’t had a significant new order for over a year.
After a review of procedures with the sales team we were able to establish
• The team were generating a very high level of enquiries
• But converting almost none.
• Every enquiry received the same attention and so the team were completely overloaded with work.

• We helped the team identify the company types and enquiry types that they were most likely to convert to orders
• We developed processes for filtering all enquiries before significant amounts of time were spent on them
• Thus freeing up the sales team to focus on the most appropriate ones

3 orders (value £1.5 million) were won in 6 months, with 3 more in the pipeline with high probablility (subsequently converted).