Case Study: Sandler Sales Institute, Birmingham
Growing from Nothing by Steve Wright, Sandler Sales Institute
Sandler Sales institute specialises in improving the efficiency and effectiveness of sales organisations. Our honest, no-nonsense selling strategies give sales people the tools, insight and confidence to deliver improved results. With our on-going reinforcement approach to training, we are one of the few companies to focus on improving attitude and behaviour as well as introducing new techniques.
Starting a new business poses many issues but most people’s number one priority is lead generation. I needed to get people to attend my free informative seminars in order for them to understand how Sandler is different from most other sales training companies.
I had some contacts and had been phoning around and writing letters to get people to attend my seminars. I’d had some success, but then came across Intellegentia at a Solihull Chamber of Commerce Networking event. They specialise in lead generation and use a variety of methods including email marketing.
They helped me to construct a newsletter and a couple of different invitation flyers. Intellegentia also helped me to source a contact list that met my business criteria.
The emails contained a hyperlink to my web-based booking form, and within days I had several confirmed bookings. Not just that, I could see who had clicked through to my website but not actually booked so that gave me an immediate opportunity to try to “convert” them over the phone. I didn’t waste time calling those who hadn’t even opened the email.
The whole process dramatically reduced my telesales and administrative effort, and left me feeling I could work “smarter not harder” at getting people to attend my seminars.
Testimonial
“Within one month I had run 2 fully booked seminars and closed my first sale.”