Case Studies
Below are a few of our case studies, from which you'll see we have proven experience across industries and have delivered for our clients.
The Client: We were commissioned by one of the UK's premier contract cleaning and support services, to generate quality sales leads which could be passed to its in-house sales team, who would take ownership and follow up. Specific criteria was set, including a requirement for a minimum annual spend on cleaning of £100,000 p.a.
Activity: Working from a database of companies, Xpert Business Development contacted facilities and procurement managers, as well as commercial and financial directors, to extrapolate key information such as value of contract, current incumbent, contract expiry and renewal dates, decision maker and decision making process, etc.
In the process we also unearthed critical business intelligence, which was crucial to our client winning new accounts. We've also gained an enviable understanding of the procurement process and operational structure within this competitive sector.
Outcome: "I have to say I am extremely impressed with the quality of the leads you have sent through. The level of accuracy and depth of information is exactly what I had hoped for and I would like to extend my congratulations to you and your team for this achievement." Commercial Director, Indigo Services Ltd
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The Client: The events management division of an international company, operating in 15 countries, approached us to set them up with face-to-face meetings with decision makers in defined vertical markets, who would be interested in their events management offering.
Activity: Working with the client, we identified the key selling messages and developed a list of qualifying criteria - a need, a budget, a time frame, etc. Having immersed ourselves in our client's culture, we had an excellent understanding of their brand and how it differentiated itself in the marketplace. To test the market, we carried out an initial pilot, calling into major department stores and retail outlets. This lead to some adjustments being made to the offering before we went full steam ahead. We secured an exceptionally productive number of business appointments and the campaign continued for eight months.
Outcome: "You've produced excellent results over the last few months." Business Development Manager, Grass Roots Group, plc
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The Client: We were approached by a strategic sales consultancy to fulfil a requirement of one of their clients - namely to undertake an Event Attendance campaign. This was to ensure their planned event would be well attended.
Activity: The brief was quickly understood. Our remit was to phone a list of relevant senior managers, remind them of the event and confirm their attendance. It was particularly important to get a full house, because the keynote speaker was high profile and rarely spoke at conferences. To our client's satisfaction, we achieved a 95% attendance.
Outcome: " We were delighted, not just to have a well attended conference, but also the right level of senior staff. Xpert Business Development did a superb job of delivering the results our client was looking for and I have no hesitation in recommending them." Managing Director, Bob Etherington Group.
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The Client: This was a challenging project! The client, a publishing company providing market intelligence to leading medtech companies, commissioned Xpert Business Development to carry out qualitative research among 30 European cardiac specialists to ascertain what brands of a particular device were being used by them when performing off-pump surgery, and their opinions on these devices.
Activity: Focussing first on surgeons in the UK, Xpert Business Development compiled a list of names using various medical websites and publications. Having been thoroughly briefed about our client's proposition, we started calling, mostly into hospitals, and found it surprisingly easy to locate and speak to the specialists. We met our client's requirements by successfully conducting telephone interviews with 30 cardiac specialists - 16 in the UK, 8 in France, 4 in Germany and 2 in the Netherlands, in less than two weeks - an impressively short period. We also gathered all the intelligence our client needed.
Outcome: "Your subject expertise and your survey skills/experience make for a rare, versatile and therefore very valuable combination. Great job", Managing Director, Medical Diligence
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Client: A large London-based media company, needed to generate more business within the construction industry. The firm was working to a tight budget, and a good ROI was paramount.
Activity: We phoned into the top 100 UK construction companies.
Outcome: "I wanted to have a more measured approach to generating leads, being able to match costs to results. When I met with Xpert Business Development, they clearly demonstrated their understanding of this process and knowledge of what to expect in terms of results. Their guarantee of measurable results for a clearly identified cost was just what we needed. I could now match a cost to a ROI and had the metrics needed to refine our sales process around campaigns. Xpert Business Development delivered on the promise with well qualified sales meetings being scheduled and our target of a sale from 50% of appointments has been achieved. I can definitely recommend them." Managing Director, Gateway Media
The Client: We were commissioned by one of the UK's premier contract cleaning and support services, to generate quality sales leads which could be passed to its in-house sales team, who would take ownership and follow up. Specific criteria was set, including a requirement for a minimum annual spend on cleaning of £100,000 p.a.
Activity: Working from a database of companies, Xpert Business Development contacted facilities and procurement managers, as well as commercial and financial directors, to extrapolate key information such as value of contract, current incumbent, contract expiry and renewal dates, decision maker and decision making process, etc.
In the process we also unearthed critical business intelligence, which was crucial to our client winning new accounts. We've also gained an enviable understanding of the procurement process and operational structure within this competitive sector.
Outcome: "I have to say I am extremely impressed with the quality of the leads you have sent through. The level of accuracy and depth of information is exactly what I had hoped for and I would like to extend my congratulations to you and your team for this achievement." Commercial Director, Indigo Services Ltd
..........................................................................................................................................
The Client: The events management division of an international company, operating in 15 countries, approached us to set them up with face-to-face meetings with decision makers in defined vertical markets, who would be interested in their events management offering.
Activity: Working with the client, we identified the key selling messages and developed a list of qualifying criteria - a need, a budget, a time frame, etc. Having immersed ourselves in our client's culture, we had an excellent understanding of their brand and how it differentiated itself in the marketplace. To test the market, we carried out an initial pilot, calling into major department stores and retail outlets. This lead to some adjustments being made to the offering before we went full steam ahead. We secured an exceptionally productive number of business appointments and the campaign continued for eight months.
Outcome: "You've produced excellent results over the last few months." Business Development Manager, Grass Roots Group, plc
..........................................................................................................................................
The Client: We were approached by a strategic sales consultancy to fulfil a requirement of one of their clients - namely to undertake an Event Attendance campaign. This was to ensure their planned event would be well attended.
Activity: The brief was quickly understood. Our remit was to phone a list of relevant senior managers, remind them of the event and confirm their attendance. It was particularly important to get a full house, because the keynote speaker was high profile and rarely spoke at conferences. To our client's satisfaction, we achieved a 95% attendance.
Outcome: " We were delighted, not just to have a well attended conference, but also the right level of senior staff. Xpert Business Development did a superb job of delivering the results our client was looking for and I have no hesitation in recommending them." Managing Director, Bob Etherington Group.
..........................................................................................................................................
The Client: This was a challenging project! The client, a publishing company providing market intelligence to leading medtech companies, commissioned Xpert Business Development to carry out qualitative research among 30 European cardiac specialists to ascertain what brands of a particular device were being used by them when performing off-pump surgery, and their opinions on these devices.
Activity: Focussing first on surgeons in the UK, Xpert Business Development compiled a list of names using various medical websites and publications. Having been thoroughly briefed about our client's proposition, we started calling, mostly into hospitals, and found it surprisingly easy to locate and speak to the specialists. We met our client's requirements by successfully conducting telephone interviews with 30 cardiac specialists - 16 in the UK, 8 in France, 4 in Germany and 2 in the Netherlands, in less than two weeks - an impressively short period. We also gathered all the intelligence our client needed.
Outcome: "Your subject expertise and your survey skills/experience make for a rare, versatile and therefore very valuable combination. Great job", Managing Director, Medical Diligence
..........................................................................................................................................
Client: A large London-based media company, needed to generate more business within the construction industry. The firm was working to a tight budget, and a good ROI was paramount.
Activity: We phoned into the top 100 UK construction companies.
Outcome: "I wanted to have a more measured approach to generating leads, being able to match costs to results. When I met with Xpert Business Development, they clearly demonstrated their understanding of this process and knowledge of what to expect in terms of results. Their guarantee of measurable results for a clearly identified cost was just what we needed. I could now match a cost to a ROI and had the metrics needed to refine our sales process around campaigns. Xpert Business Development delivered on the promise with well qualified sales meetings being scheduled and our target of a sale from 50% of appointments has been achieved. I can definitely recommend them." Managing Director, Gateway Media
Xpert Business Development
specialist b2b lead generation company
Suite 12, 4 Douglas Street, London SW1P 4PB, UK
020 7821 6758
specialist b2b lead generation company
Suite 12, 4 Douglas Street, London SW1P 4PB, UK
020 7821 6758
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Appointment Setting Solutions | Sales Lead Generation
Appointment Setting Solutions | Sales Lead Generation
