Business Challenge
An industrial valves manufacturer wanted to identify and profile key prospects for its products in Europe.
Situation
The client wanted to study and supply background information on its top 15 accounts from Europe for its sales team, to help them with their sales pitch.
Approach
We followed a two-phased approach to gain the desired insights for this engagement: Phase 1 for identification and shortlisting of key prospects, based on purchase volumes. Phase 2 for conducting a deep-dive assessment on the top 15 shortlisted companies and deriving purchase-related insights.
Impact
The client’s sales team was able to streamline its sales effort by obtaining detailed account-specific information such as key purchase drivers and criteria, decision-makers, and existing contracts with competitors.
