The Client
A business forms printer.

The Challenge
The Company, a long established printing firm, who’s Customers are mainly banks, realises that the traditional Customer base can no longer provide future growth. The sales team however are set in their ways and do not have the telesales skills to open up new markets.

The Solution
It is decided to introduce telesales as a means of boosting sales and breaking into new markets. Two staff are transferred from order entry to a new telesales role. Martrain designs a telemarketing approach for targeting both existing customers and a new market - direct marketing agencies.

Within two months the value of quotes being given rises from £1m per month to £3m. The number of business opportunities has increased so dramatically that the estimating department has to revamp its procedures to cope with demand. At Martrain's suggestion the telesales approach is further developed so that, as required, customers and prospects can be offered special deals when particular presses are running under capacity.

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