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Our Approach

We understand that building a pipeline is vital. 

Having worked within many organisations this is an area that is at times avoided and given a lower priority - this is where we come in - we love the challenge of identifying new business opportunities – it’s an art – our methodology guarantees success in getting quality leads.

We work seamlessly with our clients, with their sales teams/pre-sales/partners - many initial short-term assignments have been extended due to their success.

We build relationships with your prospects – we gain their trust which allows us then to deliver insightful and qualified leads to you. 

In our experience ...


80% of prospects say “no” four times before they say “yes”.

Very few prospects agree to buy straight away – you need to anticipate at least four refusals before they are ready to commit - you need to build relationships and trust.


44% of sales people give up after one “no”.

With persistence playing a large part in success rate, it’s amazing that nearly half of all sales people would give up after one “no”.



  •    IT Managed Services

  •    Business Transformation

  •    Digital Transformation

  •    CMS

  •    CRM

  •    Bespoke Systems Development

  •    Systems integration

  •    Web Analytics

  •    Workforce Optimisation

  •    Call Centre Solutions

  •    ERP

  •    Legacy systems

  •    Cloud Computing

  •    Digital Guided Selling


 How do we do this?
Appointment Making

Our methodology covers:-

•    Getting to know your business and the products and services it offers

•    Getting an understanding of how your offering helps your target market

•    Building on your experience on handling competition/common objections whilst getting to know the key players in the sales process in your organisation

•    Acquiring basic knowledge about each suspect/prospect before contact

•    Agreed qualification criteria – so that meetings/next actions arranged are worthwhile

•    Prospect nurturing – developing relationships with prospects so that contact is welcomed and perceived as adding value

•    Setting clear objectives of the campaign so that we both understand the measures of success

•    CRM Management – keeping up to date records of every contact/communication within your CRM.  We have experience with working with many CRM systems

•    Lead/Prospect Management - we can manage information follow-up, call-backs, the initial qualification process and prospect management

Depending on the brief, face to face, telephone or on-line meetings/demos can be arranged for your sales team based on previously agreed criteria.  
So depending on the level of qualification agreed, each appointment made will be accompanied by a comprehensive meeting brief which will capture details on:-

•    Company and individual profile information

•    Contact details – Linked In, Switchboard, Direct line, Mobile, Email

•    The Need

•    Any compelling events including any recent news stories – so establishing need and timescale

•    Any objections

•    Budget

•    Decision Making Process

•    Timescale

•    Competition

•    Selection of dates for meeting

•    On confirmation, calendar request sent to prospect

 Driving attendance

Need to drive attendance to your event?  Are you looking for a specific profile attendee?  We can take your target list and manage the contact and invite process too.


 Lead Nurturing

Bearing in mind the '5 Nos' Approach, it may take more than 1 call for the prospect to commit.  On the first call they may just not be ready and may need a combination of calls/emails/conference calls for them to trust and to happily commit to spend time with your sales/business development team.  Once this trust is built, subsequent meetings are often more productive.


We often manage the longer-term contact with your prospects – through email, agreed call-backs updating your CRM as we go.

  CRM Management

This is a vital part of the process.  All conversation notes, all correspondence, call backs, position changes, relationships between key stakeholders is noted in your CRM.  We have experience of all the main CRM vendors - Salesforce, Microsoft Dynamics etc.

 Customer Care Campaigns

Are you in contact with all your customers on a regular basis?  If not, here is a missed opportunity. 


Up-selling to an existing customer is often easier than converting a brand-new suspect.  A customer care programme  delivers the following: -

  • Customer feel good factor – you care!

  • Identification of new opportunities

  • Issue identification – often can lead to new opportunities when you demonstrate you are listening

  • Updating of information

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