Marginal Account Management
Tapping Into Small Chain Locations
Our client, a food services company, experienced difficult in tapping into small chain and single restaurant locations. While a business relationship would be beneficial, it was not worth the resources to physically visit these locations as field sales reps typically would.
Taylor Reach Group developed a lead generation program and pilot inside sales program to help them to increase their penetration and sales into small chain and single restaurant locations.
The lead generations staff qualified the leads, identified the decisions makers, profiled competitive product use and identified appropriate products and then established sales meetings for the inside business development rep.
The result exceeded all program objectives and was rolled out nationally.
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