Lánluas believed that there were around 60 Technology One customers in the UK. The firm approached Elemental to deliver a sales acceleration programme over three months in early 2022 to identify and engage these customers and secure leads for the Lánluas UK-based Business Development Manager to follow up.
Elemental began the project by reviewing websites and social media to identify UK customers and see the issues they were experiencing with TechnologyOne. It used this intelligence and insight to create a contact database directly within the Salesforce CRM system used by Lánluas and to influence how it would approach the target audience.
The team then applied its Predictable Pipeline methodology, which harnesses a blend of email and outbound phone activity to enable the broadest possible reach and speed of conversion. This methodology sees contacts progressively qualified, with the ultimate intention to close any call with an appointment with the right decision-maker.
The Lánluas UK sales pipeline is also very healthy. Elemental is nurturing another ten leads – representing 17% of the market – with solid potential to convert to appointments. As Elemental’s sales acceleration experts were building relationships with target customers, they were also actively testing out Lánluas messaging and gathering insight into market needs. Elemental shared this intelligence with Lánluas throughout the project, so the new market entrant had an excellent understanding of how to approach potential new customers. With Elemental’s support, Lánluas feels so confident about its entry into the UK market that it has appointed a full-time UK-based sales lead to convert these prospects into revenue.
What comes next?
Lánluas is so impressed with the Elemental service that it uses its expertise to generate leads in New Zealand.
