Appointment Setting | Impacting Handling

Working with one of UK’s large forklift truck dealerships, in partnership with Nissan with:

• 10 Locations,
• 300 Employees
• 200 Service Engineers
• 5,000 rental units in Operation
• 2,000 customer own units
• 2000 used trucks
• £40 Million Turnover

 Challenge:

Our client's challenge was to increase their sales teams productivity. Traditionally their sales model was based on their sales team cold calling.

The first challenge was to increase the number of face to face appointments generated. JEM also had to create a pipeline of longer-term opportunities by collecting valuable data such as contract renewal data, fleet type, fleet use, current supplier, decision maker names, job titles and emails.

Results:

• 1 Appointment made in every Telemarketing Hour
• 5 Companies Researched every Telemarketing Hour to understand a complete picture of their Fork Lift Truck Fleet & Contract Review Date.
• Over 2000 meetings arranged.

Feed Back from Client:

"The team at JEM were extremely enthusiastic they took time to visit our depots for product training and industry knowledge.

We were truly surprised how quickly the team built up their knowledge and how effective they were in generating appointments.

Our team which was made up of 13 field sales executives went very quickly from having virtually no appointments to 2 or 3 well-qualified appointments most days.

Having the support of an outside agency instantly lifted the morale of our field sales team and we noticed an immediate uplift in sales and a more motivated field sales team."