An international technology leader in automation technology, offering innovations from the field of sensor, control and drive technology.
To create and implement a strategy to get best value from a high-cost scarce resource – the specialist technical sales engineers – and at the same time promote a new service into a fresh market.
The latter involved selling consultancy services, as opposed to technical products.
We scoped, tested and refined an approach to qualifying accounts, contacts and leads, encompassing questions that would underpin both future strategy and tactics. In collaboration, Pilz’s Customer Relationship Management (CRM) system was then adapted to accommodate the data captured.
This was designed to enable a seamless interface with their internal team.