By collaborating with Skondras, sales capacity was no longer an issue for Crestron.
“Because the follow-up of all those leads puts enormous pressure on our own sales team, we looked for solutions. We turned to Skondras for structure and speed.”
The Challenge: Following Up on an Enormous Number of Leads in a Short Time
Trade shows attract a huge audience. In the case of Crestron, we are talking about the Integrated Systems Europe (ISE) show: the largest trade show for audio, home automation, and technology in Europe. The tens of thousands of visitors resulted in around 1500 leads for Crestron. “Because the follow-up of all those leads puts enormous pressure on our own sales team, we looked for solutions. We turned to Skondras for structure and speed.”
Because Crestron operates on such a large scale, it is difficult to make all salespeople in each region alert to follow up on all the leads. “We faced a challenge to get all the salespeople in all regions to operate according to the same script for the same project.” With Skondras, Crestron managed to centralize all sales activities.
First, an internal analysis was done to determine which leads fell within Crestron’s Ideal Customer Profile and who might be a good fit. “What remained was forwarded to Skondras, and about a hundred that were valuable enough were sent back to our own sales team.”
Crestron: From Cold to Warm Leads
Cold calling was not new for Croes. The person to whom Croes reported at the time came from distribution, where cold calling was common practice. With Skondras, a couple of campaign periods were agreed upon following the trade show. The first campaign was successful enough to fully commit to a second one.
