BTMK had an aging Avaya system which was over 6 years old; we saw this as a potential lead as it was safe to assume their lease/calls and lines were due for renewal and may be considering an upgrade. BTMK was then contacted by our Telesales department on a cold call which identified a big opportunity.
Our telesales representative spoke to the IT department and instantly built a rapport on common grounds (boxing at the time!) and gauged interest using concise, sincere language about what we could offer for their business. It was immediately communicated to the client that NCG are a ‘one stop shop’ and offer calls and lines under the same umbrella, with over 30 years of experience within the industry. An appointment was arranged to discuss further.
Our Group Sales Manager visited BTMK to make initial appraisal of the prospect and developed a comprehensive proposal to address all aspects of their specific requirements.
The customer had already received quotes and was leaning towards a Cloud solution. NCG were conscious of the competitive nature and adjusted pricing to maintain a competitive edge, to win the business and meet all specifications. We identified areas where costs savings could be achieved, agreed where central call handling would take place and finalised connectivity requirements at the main site.
Subsequently, an on-site demonstration was arranged to highlight the key features of the Ericsson LG platform. BTMK were impressed and decided it met all their needs.