Business Issue: A chemical distribution company’s sales team was focused on selling and managing business within existing customers and was not effectively acquiring new customers. In an effort to gain additional market penetration, a new role was created in sales to generate and pre-qualify leads for the Field and Inside sales teams.
Adroit’s Role: Assisting the client in creating a new customer acquisition strategy that would create new business opportunities, track activity and accountability, and provide measurable results.
Stages in the engagement:
# Define a new customer acquisition process including a new organizational role focused on prospecting
# Create job description, candidate profile, and roles and responsibilities across the sales organization
# Identify critical success factors and metrics for the new strategy…
Click here to read more on Customer Acquisition Strategy
- powered by SMF the wiggles ride on toys
- Powered by Article Dashboard inside sales training
- aecom consolidation cases study
Related Case Studies:
- Case Study on Customer Relationship Management Strategy Mashkin Group Inc. (Mashkin), a wholly owned subsidiary of Amir...
- Case Study on Strategy: Standard Life As its starting point, the TCS management process sets out...
- Case Study on HCL Marketing Strategy HCL Infosystems Ltd, one of India’s premier hardware, services and...
- Case Study on Sales Strategy The Otto Group: Germany’s Leading Private Retailer’s Multi-channel Sales Strategy...
- Case Study on Dynamics of Strategy This paper will critically analyse the current strategic position of...