Customer Profile
Experts in supply chain mechanics, identifying and solving issues with any element of the supply chain.
Challenge
WBS Group provide supply chain consultancy and have a proven track record of producing step changes in supply chain performance. They needed a trusted partner to take away the hassle of arranging and qualifying sales meetings so their valuable sales time could be better spent on converting leads into new business sales wins.
Fast Track Solutions were chosen to generate meetings with qualified buyers such as supply chain or logistics directors in market leading companies with regular requirements.
Solution
We developed a tight specification of the profile of most likely buyers, and sourced carefully selected contact data. A research-led canvassing approach identified strategic decision makers, each of which was then introduced to the client’s value proposition.
The goal was to reach into these organisations, uncover the needs and issues and educate the right people within each as to how the companies proposition could benefit them.
When targeted contacts met the qualification criteria, exploratory meetings were secured for the companies specialist sales people to take over the relationship.
A regular flow of qualified sales opportunities were generated and details of future needs were carefully explored and logged, building up a valuable data asset and sales pipeline.
Results
- Projects were won in companies including Greggs and Nestle Foods
- Buyers with authority and requirement in top FTSE organisations including: Supply Chain Director, Kerry Ingredients Europe; Managing Director, Honeywell; Supply Chain Director, Kerry Foods; Head of Logistics, NOM Dairy.
