The Challenge:

As one of the UK’s largest energy providers for business, npower Business Solutions has very active sales and marketing teams, but were struggling to track and demonstrate ROI of their sales growth initiatives due to a lack of data intelligence and a disjointed sales process.

 

The Golley Slater Solution:

Golley Slater focused initially on a mass profiling exercise to identify the mid-market prospect universe (the nBS sweet spot) by collating key pieces of intelligence to segment their audience. This intelligence was then used to drive an efficient and effective lead generation programme, continually targeting the right people, at the right time, with the right content.

 

The Results: 

  • 6,000+ new mid-market prospects identified
  • 800 leads generated, worth over £200m in revenue
  • Over £900k in gross margin from sales conversions

 

Client Feedback:

Golley Slater have not only added value by profiling intelligence to the prospect universe build but demonstrated; their ability to negotiate and secure contracts directly over the phone, deliver the more complex field proposition and qualify more than 800 desk leads worth £200m+

 

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