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| Third Wing Secures Prospect Meetings and Grows Qualified Client Database. |
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CASE HISTORY - Global Research Company
Opportunity:
Third Wing was hired to provide outside sales representation to one of the world’s largest market research companies. The client company provides in-depth insight beyond demographics into lifestyles, values, attitudes in more than 30 countries. In recent years, competition has become fierce with other research services encroaching on the client’s market share. Faced with reorganization in its U.S. offices, the company asked Third Wing to act as a supplement to their sales efforts, helping them to build relationships among prospects, and to secure meetings for their sales staff.
Strategy:
Third Wing’s deep database of contacts in the consumer marketing and advertising industries enabled us to build a rich database of qualified, decision-making prospects for the research company. The approach was both surgical – identifying the best prospects within each geographic region, and within industries likely to have an interest in consumer trends – and strategic, building longer-term awareness with individuals and companies unfamiliar with the client’s strengths.
Third Wing’s long experience in making 'connections' - with people known as well as previously unknown to them - has been instrumental in the successful enlargement of the base of interested buyers.
Challenges:
1. Increased competition and price-cutting from rivals
2. Abundance of 'free' information on the Internet
3. Tightened budgets among buyers at these marketing and agency prospects
Rewards:
Since the onset of the relationship, Third Wing has generated more than 75 sales meetings with top prospects, vastly increased awareness of the client company’s product and features among decision-makers, and created a rich database of prospects for continued dialogue.
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