O slideshow foi denunciado.
Utilizamos seu perfil e dados de atividades no LinkedIn para personalizar e exibir anúncios mais relevantes. Altere suas preferências de anúncios quando desejar.
Cleveland Blitz Results
Compilation of all results with triaged leads and what we learned
Day 1 Day 2 Total
Cranes 885 616...
What We Learned
2 statements from our daily debriefs says it all “There is more in Mansfield
than I ever could have possib...
Próximos SlideShares
Carregando em…5
×

de

Cleveland Blitz Summary Slide 1 Cleveland Blitz Summary Slide 2
  • Seja a primeira pessoa a gostar disto

Cleveland Blitz Summary

  1. 1. Cleveland Blitz Results Compilation of all results with triaged leads and what we learned Day 1 Day 2 Total Cranes 885 616 1501 Leads 18 24 42 Contacts 195 98 293 The purpose of this blitz was to A) Uncover new cranes B) Uncover new leads C) Uncover new contacts. The potential from this Blitz is INCREDIBLE CMAA (Crane Manufacturers Association of America) estimates that every 5 ton crane needs approximately $1,000 is service, maintenance and inspection dollars a year and the dollars go up based on size of crane. If just half of the 1,501 cranes that were discovered are over 5 tons, then we found minimally $750,000 in potential annual sales revenue. Day 1 Hot (Call Immediately) 18 Total Day 2 Hot (Call Immediately) 19 Total There are over 50 solid contacts that were not statused HOT but need calls in the next 5-7 days. There are over 200 contacts that need to be followed up and qualified in the next 2 weeks. We discovered some broad geographies that need to be worked and pockets that need to be mined. Sales Management needs to get with each group to debrief on areas. When the above is combined with the approximately $50,000 in quotes done during the 2 days in the field, by all measures the blitz was unqualified success.
  2. 2. What We Learned 2 statements from our daily debriefs says it all “There is more in Mansfield than I ever could have possibly fathomed” “Many of our current customers don’t know about the rest of our products”  Don’t assume ANYTHING, ask questions and don’t be shy. You never know who can help you at a company. Does not matter the job title just ask questions. People want to help other people as a general rule.  We found more opportunities in accounts, where we might not have went into except that we were on a blitz, than can be believed.  Geography/Areas we previously left for dead are FLOURISHING with opportunities (Mansfield, Orrville, Twinsburg, Macedonia, Niles etc.).  Just like farming when you rotate fields and crops, territories and their efficacy rotate too. We have to always stay in touch and visit areas that we have passed by previously, DON’T ASSUME.  Giveaways of all sorts WORK, camo hats and tape measures to the main contacts helps to start relationship, mugs to gatekeepers open doors and assures out information getting in the right hands and greases future interactions.  Sample Products = Open Doors: When we have samples prospects’ interest increases and the chance they will talk to us goes up.  86% of all contacts were interested in crane service of one sort or another. We want to increase sales, this is how we do it.  Cranes = potential parts business AND potential service  Companies have other locations ASK for them.

Vistos

Vistos totais

3.872

No Slideshare

0

De incorporações

0

Número de incorporações

3.660

Ações

Baixados

4

Compartilhados

0

Comentários

0

Curtir

0

×