Major Medical Systems Manufacturer
Leeds
has developed highly qualified new business
prospects for this firm for approximately one year
and is entering into its second year of new
prospect development. During this engagement, the
firm has been able to track numerous closed sales
from the program to prove a substantial
return on investment for the project. Leeds is
also active in developing a web based lead
tracking system which enables the company to
gather feedback from their sales representatives
regarding lead quality and follow up.
Leading Pharmaceutical Manufacturer
Leeds
set up the entire inside sales operation for this
firm, screening 4,500 candidates throughout the
U.S. and recommending 60 for hire. The President
of this company requested that Leeds
develop, during a 90 day period, an inside sales
program that would serve as a basis for supporting
field representatives and as a training ground for
field sales personnel. During the 90 day
timeframe, Leeds screened 1,500 inside sales
candidates from around the U.S. and recommended 15
for hire. During the hiring process Leeds was
establishing the infrastructure, including systems
and procedures, controls, etc., and developing
training materials for the client. A sales
training program was developed for the company
which enabled telemarketers to learn the basics of
selling in the same language they would need when
they moved into field sales. Having trained
the initial 15 personnel during the first 90 days
and accomplishing a successful launch, Leeds then
began recruiting the second 15 candidates to bring
the total inside sales staff to 30. At this point,
Leeds trained the trainer at the client's site,
who trained the third set of 15, bringing the
total to 45. Now, a few years later, the company
has an inside sales staff of 90 and the initial 15
which Leeds trained have become Regional Sales
Managers. Thus, through this program, the company
was able not only to develop a very effective
inside sales team to support its field sales
personnel, but to implement
a complete sales training methodology with which
to build and maintain its own sales force.
Leading Telecommunications Equipment
Manufacturer for Networking Products
Leeds
lowered costs for developing qualified new
business prospects from $400 using trade shows and
advertising to $75 using teleprospecting. This
program proved so successful that the company
dropped two major trade shows in favor of
telemarketing. After 1.5 years of calling on the
project, the client had closed 8% of the leads
turned over (average order of about $200K). Leeds
then assisted the client in bringing the program
in-house and trained in-house personnel, which
lowered the cost of the qualified lead still
further to $40.
Information Security Service
The
client retained Leeds to conduct an
investigation of the market for information
security. The objective was to determine if the
company should continue to pursue this market vs.
their other product lines. Our task was to define
the market size, trends in the market, the major
competitors and their strengths and weaknesses,
and what action the client should take to increase
business. Using its step-by-step approach
described on this site, with tight controls and
weekly feedback vs. the conventional longer term
reporting procedures, Leeds was able
to complete the job in 90 days and come in at
approximately 40% of what the client would have
paid had they selected a management consulting
firm using a conventional market investigation
approach .
Manufacturer of Spectrometers
The
client, a manufacturer of spectrometers,
requested Leeds to develop highly qualified
leads and a tracking system to follow-up on prior
leads generated by the company. Leeds maintained a
29%-32% prospect to presentation ratio while
establishing the lead tracking system. That led to
a lead follow-up study requested by the President,
which uncovered approximately $1 million in
business lost to the competition.
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Contact
Us:
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| Leeds Consulting Group
LLC |
| 1381
E. Bellewood Lane |
| Freeland,
WA 98249 |
| Phone:
360.331.5745 |
| Email:
info@leedscg.com |
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| ©
Leeds Consulting Group
LLC 2007 |
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