A global supplier of sanitation systems wanted to grow in a new industrial segment but lacked a structured way to identify and prioritise the right prospects. We developed a data-driven prospecting model that helped sales teams focus their efforts, improve account targeting and increase pipeline value more than tenfold over three years.
10x increase in pipeline value
Achieved within three years through more focused prospecting.
26x return on investment
Generated from the prospecting model over three years.
61.4% of pipeline value attributed to the model
Creating a repeatable, data-driven sales approach.
As construction markets matured across Europe, manufacturers faced growing pressure to defend existing business while identifying new sources of growth. For organisations selling through distributors and installers, limited visibility into high-potential prospects made expansion into new segments both difficult and resource intensive.
Our client was entering a new industrial segment in Poland without an established prospecting approach or a clear understanding of which accounts to prioritise. Sales efforts relied primarily on relationships and manual research, making prospecting inconsistent and limiting the ability to scale.
The business needed a more structured way to identify the right opportunities, improve sales productivity and build a repeatable growth model.
Working closely with the commercial team, we mapped the industrial landscape and identified potential customer accounts using external market data, financial information and firmographic insights.
We then developed ideal customer profiles for each industrial sub-segment and built an AI-enabled prospecting model that scored and prioritised accounts based on strategic fit. The solution provided sales teams with enriched customer insights, recommended sales plays and a prioritised list of accounts, allowing them to focus their efforts where they could create the greatest impact.
Get in touch with Nils Lindner Koch to discuss how data-driven prospecting and AI can help strengthen your commercial performance.
Nils helps organisations improve commercial performance through data-driven sales, go-to-market strategy and AI-enabled commercial transformation.
We are growing and rapidly onboarding new clients to the Kvadrant tribe. Want to help them realize the full potential of their commercial organization?
We’re a team of commercial specialists experienced within change and transformation on both individual and organisational levels.
Kvadrant Consulting is a Copenhagen-based management consultancy focused on driving growth by designing, developing, and accelerating the full commercial engine of global companies, now part of the Elixirr Group.
Palægade 8, 3. | 1261 Copenhagen | Denmark
Phone: +45 70 27 02 23
Mail: info@kvadrant.dk
