Intelligent telemarketing, business development and market research services

Working with providers of products and services to the construction, built environment and industrial markets to help them increase sales, improve market penetration and optimise face-to-face selling time

Intelligent telemarketing, business development and market research services2

We provide you with the intelligent telemarketing, business development and market research services you need to increase your sales and improve market awareness.

This means that you’ll develop new business opportunities more effectively and achieve your specific sales objectives. We implement targeted strategies and deliver successful projects with measurable return on investment.

How we help

Engage customers with the right message at the right time

Our extensive experience of the construction, built environment and industrial markets has given us a unique understanding of your customers’ decision making processes and your most effective routes to market.

We combine this knowledge with unrivalled data and market intelligence to develop a targeted customer engagement strategy tailored to your business. We provide a dedicated project team to raise awareness, educate the market and create new opportunities with genuine decision makers.

Develop more opportunities

Intelligent telemarketing is an extremely effective business development tactic when combined with the right skills and the right data. We provide both. We help you generate more work from your existing relationships as well as develop opportunities with new customers.

Leveraging the best third party data and our proprietary market intelligence, we ensure every decision maker we contact on your behalf is properly qualified.

With our help you’ll create a pipeline of new business with the right mix of short-, medium- and long-term opportunities.

Grow your specification business

We understand the importance of product specification as part of a successful business development strategy. We therefore help you target all parties involved in the bidding, design, specification and procurement process rather than focusing on one group of influencers.

We’re experts at helping you secure new specifications at the start of a project and breaking competitor specifications further down the line.

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Build lasting relationships with the right people

We have a genuine understanding of decision making processes in the sectors you’re targeting. This knowledge, combined with our market research into your ideal customer, puts us in a unique position to form beneficial relationships with the right people, in the right organisations, at the right time.

As a result you’ll only meet highly qualified decision makers who are engaged with your product or service and primed for their meeting with you.

Access proprietary data to gain an advantage over your competitors

We have access to various industry lead services such as Glenigan, but so do your competitors. What sets us apart is our ability to cross-reference this data with our proprietary market intelligence – and leverage that information to best effect.

We share information throughout the business and don’t work on conflicting projects, which means that you’re able to use the market intelligence we gather from our extensive work in your sector to gain a genuine competitive advantage.

Help your sales team be more proactive

There’s a high opportunity cost associated with attending meetings with people who aren’t key decision makers.

We only pass on opportunities that meet agreed criteria. This means your sales force is able to be much more efficient, and you can achieve more with what you have. With our help, you will also reduce your early sales cycle in terms of opportunity identification, qualification and engagement of key decision makers.

You’ll get real-time feedback and detailed reports, so you can measure the value of our work over time.

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Using our detailed knowledge of your customers’ decision making processes and supply chains, we help you develop a targeted, tailored customer engagement strategy.

We have more than 25 years’ experience developing new business in all market sectors and for all building types. Whether you want to target new build, large refurbishment or modernisation projects, or existing buildings for maintenance, upgrade or retrofit, we have the expertise to give you the customer engagement you need at the right time.

How we do it

Our first step is to get to know your business

We engage with your products and services and understand your requirements, challenges and goals. Then we’re able to act as an extension of your sales team while developing new opportunities on your behalf.

Then we develop a targeted strategy

From the outset we explain exactly what we can and can’t do. We define clear, measurable objectives so you can track your return on investment. We’re even able to offer a minimum performance guarantee.

The next stage is to profile your ideal customer

Our experience tells us how to target that customer effectively. We’re highly successful at engaging opportunities on your behalf, as every contact is pre-qualified before we make a call.

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After that, we educate the market to develop opportunities

We get the right information to the right potential customers, so they’re primed for a productive meeting with you. Your dedicated Results project team works as an extension of your sales force, so your prospects have a seamless experience.

Then we create highly qualified opportunities

We speak to the key decision makers and influencers, qualify the opportunities and book a face-to-face meeting for you to attend. We give you a full report in advance of the meeting, to ensure you’re fully prepared.

The result: new business opportunities in the short, mid and long term

We don’t just understand your sector, but the markets in which you operate. This means we’re uniquely placed to build you a pipeline of new business opportunities and give you a significant, consistent return on your investment.

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We’re a family business set up in 1989 to help suppliers of products and services to the construction, built environment and industrial sectors grow and develop. Over 25 years later, we’re helping more companies than ever develop and win new business.

Your business will achieve tangible results with our intelligent telemarketing, business development and market research services.

We help you achieve your business goals

Background

Aggreko plc is the world’s largest provider of temporary power generation solutions. With locations in more than 30 countries, they provide equipment and expertise to a huge number of businesses across a variety of industries.

The requirement

Aggreko’s capable sales team were extremely effective when meeting clients, but struggled initially to get in front of the right people. They had identified a significant growth opportunity in the UK data centre market and approached us to help them get the market penetration they needed.

Challenges

The data centre market is notoriously difficult to develop for two reasons. First, it involves complex decision making processes, often involving multiple organisations. Second, there is very little market activity information available in the public domain.

The solution

Our first task was to carry out market sector profiling and analysis. We then worked closely with the Aggreko team to identify, shortlist and approach specific vertical markets with a high density of large data centres.

We specifically targeted senior decision makers, while gathering intelligence to allow us to adapt and improve our approach to consistently drive better results.

The result

In the space of just four months, we engaged the Aggreko sales team with multiple blue chip organisations, which led to a number of high profile and high value new business wins.

Following our success at penetrating the data centre market, we have delivered a number of other successful campaigns for Aggreko. For example, we’ve helped them improve penetration of the pharmaceuticals market in Ireland, carried out detailed research in the rail infrastructure market and helped them re-engage with a high number of lapsed customers.

Case study – Aggreko plc

Testimonial“Through Results I have enjoyed great telemarketing support with high quality appointment making. The unique benefit of their service, however, is the strategic support and pragmatic approach to what can and cannot be achieved, setting realistic goals and expectations in terms of return on marketing investment.’

Heath Ghent, Sales & Marketing Manager – Aggreko

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“Results provide Kingspan with specialised lead generation services that have increased the productivity of our sales teams. As a business they are extremely easy to work with, whilst continually and professionally pushing us to optimise available budgets. They are particularly expert in the construction sector, and I would say their knowledge and data on key stakeholders groups, such as architects and main contractors, is unrivalled. Their other USP is their highly effective and well-trained staff who always deliver great results.’

Chris Witte, Head of Marketing – Kingspan Benchmark

“Over the last 18 months, Results have demonstrated their knowledge and understanding of the specification channel, key to our ongoing success. With initial projects targeting both the education and care sectors, Results have been able to deliver a consistent level of good quality sales appointments with key influencers and decision makers.

From interpreting and responding to the brief to their approach to appointment setting, we have been impressed with Results’ professional way of working. The weekly status reporting and scheduled client contact for feedback has kept us up to date with all developments. And any required project fine-tuning has been swiftly implemented.’

Eoin McQuone, Business Director (Commercial) – Rada

“Results have provided us with excellent service for many years. Using their expertise to target the right business opportunities, we have found their work to be completely self-sustaining. The team at Results have excellent knowledge of their field and a highly professional way of working for their clients. I would have no hesitation in recommending Results to anyone.’

Andrew Nicholls, Sales Director – CEP Group

“We have worked with Results for over two years and found them to be responsive, well organised and extremely efficient in capturing the right level of end-user appointments within our chosen market sectors. We measure our expenditure with Results against the costs of industry exhibitions and events and believe we achieve a much greater return for a lower capital outlay.’

Katy Tong, Marketing Manager – Siemens

“We employed Results to create additional opportunities for us within the specification market. We were thoroughly delighted with the results they achieved, and the professionalism they conveyed throughout the project. I wouldn’t hesitate in recommending their services.’

Karen Warner, Marketing Director – Interface Floor

Testimonials

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T: +44 (0) 1604 881 414F: +44 (0) 1604 881 443E: info@resultsglobal.co.uk

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Contact us to find out more about how to leverage our in-depth knowledge to increase your business’ sales and market awareness.

We look forward to discussing how we can help you overcome your challenges to achieve your business development goals.