KONE (from Finland) means “machine” in English. KONE are an international engineering and service company, who employ 55,000 personnel across 60 countries worldwide. In addition, KONE build and service moving walkways, automatic doors and gates, escalators and elevators (lifts). KONE provide local service for builders, developers, building owners, designers, and architects in 1,000 offices across 50 countries.
When we first met the Directors from KONE in 2018 at their headquarters in Chertsey- Surrey, UK, they were very sceptical about hiring an outsourcing sales company, because they previously had a negative experience, which did not produce their desired results.
Having worked in the lift and facilities industry before, we were in a strong position to convince KONE to give us the opportunity to run a pilot campaign for one month.
KONE have different divisions. We focused mainly within their service maintenance division, and in a short period of time, we were able to produce strong results for KONE, and signed 30 service maintenance contracts during the first month for KONE. KONE were impressed, particularly as we were able to increase the speed of the sales cycle, and we did this by running an integrated sales campaign (telemarketing and field sales)
KONE are now one of our happy clients, and we been working with them for over 1 year. We are now discussing the opportunity to work with their other divisions.
Our Client
Bauder is a leading international manufacturer of building construction materials. With 150 years of experience and expertise in the roofing industry the firm is widely recognised for both technological innovation and the quality of their products and services. These include waterproofing membranes, insulation to make buildings watertight and thermally efficient, photovoltaic installations for renewable energy generation, and green roofs to support the environment and create better living and working spaces for people.
The Challenge
As a fast-growing business Bauder needed additional support to manage demand, generate additional sales and produce new leads. Sales4Results were appointed to deliver a telemarketing strategy and to arrange appointments for Business Development managers using both internal and external databases.
Our Solution
Our extensive experience ensured that we were able to guarantee results from the very beginning of the campaign. This allowed us to confidently agree sales targets with the client. We also provided sales consultancy advice, working with Bauder to make suggestions and recommendations, which would enable the business to optimise its sales methods.
Using a consultative approach, Sales4Results telemarketing team spoke to potential clients, explored their requirements, and then sold the benefits of Bauder’s products. As part of our strategy, we placed a particular emphasis on the less well-known features and benefits of the products. Using feedback from the appointments we arranged also allowed us to continually review and refine our approach.
The Results
Over the first three months of this project, we exceeded Bauder’s expectations, securing four to five appointments with new accounts every day and delivering revenue £150,000.
“Sales4Results were able to accomplish exactly what they promised us. In fact, they exceeded the number of appointments we agreed prior to beginning the campaign. The most important thing now is that we can see the great results from all these appointments with all the new accounts that are producing revenue for us… we are also really pleased with the two-way communication that we developed with Sales 4 Results. They really listened to our feedback and acted upon it. Well done Sales 4 Results…”
