research and questioning, both internal and external to determine the
profiling of customer prospects that form a best fit for the Clients’ core
competence, size and execution ability.
Redefined cost of customer acquisition by changing to market vertical
targeting, moving away from ‘Lighthouse’ client targeting. Result a rapid
increase of £1.2M in closable pipeline values.
Defined target profile for new ASP service into the Retail logistics space,
targeting companies with larger than £100M turnover with multiple shipping
locations. Developed over £3M additional revenues from these profiles.
Moved sales effort from the Consumer sector into the small business sector
and developed an incremental £2M pipeline.
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