Business Services SOLUTIONS
Case Studies

An accounting firm wanted to sell its services to other accounting firms nationwide.

As step one, the firm engaged PST Sales & Marketing to call the lead partners at firms across the country and find interested buyers. The program was more successful than the firm had envisioned.

In fact, PST found so many prospective buyers that the firm asked PST to help direct the whole sales process. PST developed a customized Sales Process Outsourcing Program. In that program, the firm provides subject matter experts on the service being sold. PST representatives manage the whole sales process, including generating proposals and closing the sales.

RESULTS:  New engagements signed at a rate far beyond the firm’s
                  projections, and with less hassle for PST’s client.

A firm offering PEO services (employee leasing, payroll, benefits, etc.) hired PST to set appointments for one salesperson.

The program produced results that were so strong that the firm began using PST to set appointments for all four of its sales people.

With more results coming in every day, the firm then turned to PST for a method to track and forecast sales results. PST designed and implemented an online customer relationship management (CRM) database. The sales manager says it puts him in real control of his sales operations.

RESULTS:  A steady flow of qualified leads, and a system to manage
                  the entire process.

The Midwest distributor for an Asian manufacturer needed to qualify its dealer prospects.

The distributor’s original plan was to have sales people drive from dealer prospect to dealer prospect. However, estimation of the cost to do this was too high, both in time to market and personnel costs. PST’s calling program answered prospect questions regarding foreign manufacturing issues; excluded dealers that had inadequate resources, didn’t respond favorably to the anticipated marketing commitments, etc; and qualified those dealers that did meet the profile. For those that qualified, we gathered second-round qualifying information and set the stage for the sales staff to get an appointment for final round approval.

RESULTS:   Our client greatly exceeded the corporate expectation for
                   new dealer sign-ups and was the only distributor to get a
                   dealer network established on time.

A high-end surfacing materials company needed help qualifying architects, designers, and fabricators as specifiers for its products.

The process focused on new firms or firms that had done little or no work with this PST client. Based on our calling, our client determined if new samples should be sent out, calls should be made by sales reps, or if contact should be curtailed.

RESULTS:  Our client was able to better target its marketing efforts
                  and reduce costs. An unanticipated benefit of this process
                  was that it allowed PST to identify potential design projects
                  in which our client could participate. Our client just
                  completed its best financial quarter ever, in a quarter that is
                  historically the worst of the year.