What they Needed
Pure IT started trading in 1998 and has grown from strength to strength as a trusted managed IT and telecoms provider on the South Coast.
Their focus is providing IT and telecoms solutions to small to medium businesses, specialising in installations, IT support and cyber security.
Initially Pure IT approached us as they needed expertise to grow their sales pipeline. They needed a sales strategy that worked for their business, ongoing support to manage their sales team through our Sales Director on Demand service and our expertise to help with the recruitment and selection of a Business Development Manager.
As our relationship with them has grown over time we were also asked to deliver an outbound lead generation project for them, calling prospects to secure qualified appointments on their behalf, which we continue to support them with today.
What We Did
We start every project with a discovery session to understand our client’s needs. The discovery day with Pure IT allowed us to identify all the elements of their services, how they had previously won their clients, how they differ to their competitors and their approach to driving new business.
From our findings we then created a sales strategy that incorporated all sales channels to give Pure IT the direction they needed to target new customers, overcome sales challenges, win new business and stand out from the crowd.
Dedicated sales training was delivered to the sales team to help them understand the sales process and their clients better, with the ultimate objective being to entice new business over the phone and in person and convert them more effectively.
Internal sales processes were also reviewed and developed, making them more efficient from a sales perspective whilst optimising the customer journey to deliver excellent customer service and account management.
They also needed help with the recruitment and selection of a Business Development Manager. We created an inviting job specification to ensure the role met the needs of the business and attracted the right candidate with the required skills. We were also integral to the interview process to ensure the right skillset and experience was secured.
Finally, to help drive new business growth we have been helping Pure IT with an outbound lead generation project, helping them to identify new business opportunities, talking about the services Pure IT offer and making qualified appointments on their behalf.
The Result
The new sales strategy has given the sales team the focus and direction they needed to ensure they are targeting the right business audience, using a wider range of sales and marketing channels to grow the business more effectively.
More effective sales processes ensure the sales team manage their leads efficiently to increase conversion and gives the business greater insight into the leads that are in the pipeline from both an acquisition and retention perspective.
Sales training has equipped the team with the skills and confidence they needed to work smarter with their sales. Ongoing sales coaching has allowed us to identify sales emerging pain points and fine-tune areas to develop.
By managing the monthly sales meetings, we have ensured that the sales team have focussed on the right areas of growth therefore increasing productivity. This in turn has built brand awareness, created new relationships and developed an ongoing sales pipeline of renewal dates for them to pursue over time.
We are continuing to drive the lead generation project to secure good quality appointments and identifying new opportunities to win new business.
What They Say
Steve Macklin
Director
The Zest team has really helped me to re-structure the sales and marketing departments within Pure IT.
The fruit of this is now evident in better working practises and efficiencies.
A big thanks to Kristy, Christine and Helen for their fantastic work, and I have no hesitation in recommending Zest.
