Building new relationships in the market
CHALLENGE
A 100-year-old IT Consulting firm in South Florida was dependent on existing client accounts and referrals for new business. The firm’s capacity to add new customers was very limited as their sales team stayed focused on immediate opportunities and didn’t have the bandwidth to build a long-term pipeline with new business opportunities.
SOLUTION
Wigler Group placed an experienced Business Development Specialist (BDS) with expertise in technology to hand pick ideal new client prospects. The BDS takes a storytelling approach to build new relationships in the market and bring prospects to exploratory calls with the client’s sales team. Additionally, the BDS nurtures these relationships post-meeting so the leads don’t fall through the cracks.
RESULTS
9 successful meetings with well-established next steps have taken place already and there’s a pipeline now with prospects under different stages. The client has also entrusted the BDS to regularly find upselling opportunities within their existing customer accounts.
13
Months Prospecting
9
Sales Meetings