Business Challenge: A leading chemical company wanted to identify and profile key prospects for it products in Europe. Situation The client wanted to study and supply background information on the key 15 accounts from Europe, for the sales team, before they go to make a sales pitch. Approach We followed a two phased approach to gain […]
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Business Challenge: A leading chemical company wanted to identify and profile key prospects for it products in Europe.
Situation
The client wanted to study and supply background information on the key 15 accounts from Europe, for the
sales team, before they go to make a sales pitch.
Approach
We followed a two phased approach to gain desired insights for this engagement. Phase 1 for identification and shortlisting of key prospects, based on purchase volumes and Phase 2 for conducting deep dive assessment on top 15 shortlisted companies and deriving purchase related insights.
Impact
The chemical company’s sales team was able to streamline its sales effort by obtaining detailed account specific information such as key purchase drivers & criteria, decision makers and existing contracts with competitors.
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