Skelia – An ever evolving Teleprospecting Campaign

Campaign Strategy

The first step was to get on with target audience development. Together with Skelia, we began mapping out the market and identifying the industries that we wanted to target. We then created several lists of all the relevant companies in each country and market. We chose to focus on a few different industries and then, in close dialogue with Skelia, worked our way forward refining it even further in terms of annual revenue, number of employees, location, etc.

After having finished the prospect identification, we started to work on the pitch – still in close collaboration with Skelia. The pitch is one of the most important elements of the sales process, as it is the part where you either make or break a potential business opportunity. One thing to remember is that a pitch should never be static, but rather focus on the given situation. The pitch should be adapted and evolving, based on the response from prospects. However, the main focus lies on booking meetings, which in this case was done by accentuating the value of Skelia and helping solve challenges and problems facing the prospects.

Two things that permeated the entire working process – and made it successful – was a never fading creativity and teamwork. We continued to try new ways until finally getting on the right track. Whenever a problem occurred, we made sure to deal with it straight away by having weekly meetings, so that the consultants could ask questions to the Skelia representative.

When the lists were all set and the sales pitch perfected, we started to successfully reach out to prospects. By booking at least one new meeting every week, we make sure that Skelia's sales pipeline is always filled with new leads.