ResultConsulting

Our Case Study

At Result, we are always guided by the data and the expected results. So, we wondered why the number of prospects decreased so much when the offer was signed and why only 30% of them decided to actually start the collaboration. During 2022, we made the most effective adjustments in each quarter, setting some metrics: number of new appointments; duration of the sales cycle in days; % of exploratory calls transformed into customers; % of commercial offers signed.

Achievements

+54%
of exploratory calls converted to customers
+62%
of offers sent came back signed
+436k€
Value of revenue generated

Criticality of business development

Unqualified prospects
We have often carried forward in the sales process even unqualified prospects, who would never buy. 7 out of 26 opportunities in the first quarter of 2022 were rejected for this very reason.
Reshaping the offer
We understood that something had to change at the time of the offer (pricing, service offered, enhancement of the same, presentation of the project).

Challenge

What we wanted was:
1. To better qualify prospects and waste less energy on a commercial level;
2. To increase the % of conversion and sales, in the face of almost unchanged lead generation;
3. To decrease the sales cycle;
4. To reshape the offer.

Strategy

The implementation of Docusign, an online service to reduce the average time of signing the offer;
The identification of sources that generate more opportunities in a shorter time, insisting on the two best-performing channels: prospecting on LinkedIn and Inbound Marketing, characterised by a sales cycle almost halved compared to the average of all channels;
Prospect Management: we have saved all the prospects in the CRM, segmenting them in an orderly way, keeping them updated and mixing touchpoints of all kinds (offline and online, marketing and sales);
Increasing the awareness in the prospects of their services and their effectiveness, raising the level of trust and leading to a contract at the best moment for them.

A new, replicable and effective business development model

1
Quarter 1 | 53k€ sold
28% of exploratory calls transformed into customers; 97% of offers dealt with; 30% of offers signed; duration of the sales cycle: 38 days; 8 new opportunities.
2
Quarter 2 | 106k€ sold
56% of exploratory calls transformed into customers; 76% of offers dealt with; 71% of offers signed; duration of the sales cycle: 58 days; 15 new opportunities; time interval before signing: 18 days.
3
Quarter 3 | 120k€ sold
73% of exploratory calls transformed into customers; 73% of offers dealt with; 73% of offers signed; duration of the sales cycle: 41 days; 25 new opportunities; time interval before signing: 11 days (thanks to the activation of Docusign, an online offer-signing service).
4
Quarter 4 | 157k€ sold
79% of exploratory calls transformed into customers; 88% open negotiations; 94% of offers signed; duration of the sales cycle: 3–25 days for in-person negotiations; 15 new opportunities; expansion of the Sales team.

People-powered philosophy

Next Goal

The goal for 2023? To triple sales and enjoy a stellar year.

Do you want to create a digital, replicable and effective business development model for your company?

Book a short 15-minute call with our strategists.