The Client
A SME company based in Northamptonshire
The Challenge
A couple of long standing, regular clients ceased trading which left the owner in need of finding new business. The MD felt his team were very reactive and no proactive activities were taking place. He was also not 100% clear in his mind in terms of the direction the business should be taking; as a result, the company had not seen growth in sales revenue, profit or customer retention.
The Solution
Increase sales revenue and profitability of the business with a view to clearly identifying the target market, and then focusing specifically on growth strategies, plan and process, where by the company is taking a proactive approach.
Task
- Train, coach and facilitate the team in developing a detailed strategic market expansion plan
- Train, coach and facilitate the team in developing a detailed marketing plan (including specific tactics to generate leads from the target market)
- Sales training – Provided in depth training to the team, covering number of technique and tools, e.g.- call planning, needs analysis, linking needs to feature of the product that will benefits the clients, handling objections etc…
Client Benefits/Feedback
“Rakesh helped us in number of key areas of our business. This included developing a strategic plan that provided us with a clear sales and marketing plan and strategy. This then enabled us to develop a business plan based on key market segments. Rakesh also undertook training/coaching of the sales team and put in place tools to assist with future sales development and customer retention. Rakesh also helped us to develop the concept of “value selling and total cost of ownership model” this has now enabled the team to articulate the key benefits of using some of our solutions. We are now starting to see signs of improvements in our business performance and sales conversion rate and we have continuously used the Rakesh approach/methods in order to develop our business further. I would have no hesitation in recommending Rakesh and will look to use his service again in the future.”
T. Mariani – Managing Director
