Case Study: B2B Sales

An IT sales organisation faced the common problem of struggling to secure meetings with key senior decision makers. They identified the problem as being with the gatekeepers who managed the diaries of their directors, and were crucial in maintaining sales momentum. The conclusion was that they needed to build closer relationships with the gatekeepers.

Doughdough arranged a service to be used by the client’s sales team. The client encouraged their sales executives to send a low cost gift and personalised message of appreciation to each gatekeeper if they had facilitated a meeting, or provided other support in the development of a project. It was important that the gift was not over the top which might potentially put the recipient in an awkward position. Instead it was decided to send a small token of gratitude.

The sales team started reaping the benefits immediately. Many reported PAs calling to thank them. Others found value in having a positive and non-business related to reason to call the recipient enabling them to develop a closer personal relationship. The overall view from the client is that the service delivers results far exceeding their expectations.