We had a rapidly growing product/ service opportunity in our market but recognised that we did not have a sales system to adequately capitalise on the opportunity.
We felt that our account management was strong but our ability and means to prospect for brand new client was weak and lacked system and structure.
The Next Level Business Solution:
We asked The Next Level to take a look at the way we currently execute our sales and marketing functions, and make recommendations on an approach to capitalise on our market opportunity.
They conducted customer focus group research to define and document our prospecting process both from a buyer’s and seller’s perspective. They workshopped collaboratively with us to design an appropriate prospecting system which met our business structure and our opportunity.
The Results So Far:
We began to implement this new system early in 2009. We are now moving toward full implementation of the system, as the initial signs have been encouraging.
One impressive example of this is our success in winning a major contract with one of Australia’s largest consulting groups that has the potential to increase our revenue by 25%. We feel that The Next Level’s work, particularly their focus group research, was instrumental in helping us win this contract.
We foresee a number of product/ service developments for our business and we anticipate calling on The Next Level as their capability is required.