A Fortune 500 © company of US origin is
present in many countries in Europe. The subsidiary
of this company in a European country wants to
improve its position in the market of companies
with more than 50 employees. The sales manager for
that European country has the impression many
international companies are in his target market.
First analysis shows that his impression was
correct; a large number of companies in the
prospect list are part of an international group.
The next step is to find all companies, part of an
international group, that are already client,
anywhere in the world. The prospect companies are
then contacted with a specific proposition. One of
the arguments used to convince them is the fact
that a 'family member' is already client
The sales efficiency of this way of prospecting is
very high: the number of contracts. compared to
cold calling can be up to three times as high.
Besides higher sales efficiency, it makes sure that
your offering is consistent towards a group. It
avoids those awkward moments when you have to
explain why a smaller subsidiary of a group has a
better price than the main office for the same
product or service.