by Kraig Kleeman
Publisher / Chairman
Mobius Management Systems sells enterprise content management software to large-scale organizations. Its solutions empower organizations to dramatically reduce the costs associated with the explosive growth of digital information. Its products and services manage all content, records and email with a single, integrated system.
In spite of a significant installed base, Mobius was struggling to acquire new clients. Mobius' executive team determined that they wanted their sales professionals to reach out and conduct introductory meetings with decision makers of Global 2000 corporations. While Mobius had no trouble identifying its target-buyers as CIOs, CFOs and CLOs, it had a poor track record of gaining direct access to them. Mobius retained Blaire Group to identify areas for improvement and to bring remedy through its Must-React System.
Blaire Group delivered a turnkey solution that included recruiting, training, and deploying an inside sales team positioned to gain access with C-Level executives regularly and consistently. The new team was trained and certified in the principles of The Must-React System. Guided by The Must-React System's selling techniques, the new team of seven (7) professionals completed the following results in the first 12 months of operation:
Below are the critical results from the engagement:
- Delivered 1,580 analyst briefings
with C-Suite executives
- Delivered 30% of Mobius' entire
pipeline of sales revenue
- Delivered $10MM in actual sales
revenue ($8.8MM revenue
was net-new sales)
"The Must-React System is to lead generation and prospect development what Yoda is to the Force!" stated Joe Tinnerello, SVP of Worldwide Sales. Simply put, The Must-React System is a methodology for lead development that is superior to ALL OTHERS with which I have been exposed. Kraig Kleeman also has an unusual talent for teaching others to execute The System in a vital way. I endorse The System wholeheartedly," Tinnerello went on to state.
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