- $141,040,928 total pipeline contribution
- $6,020,370 total closed-won business
- $500,197 total of average closed won deal
- 14,647 outbound calls made
- 12 opportunities closed won
ABOUT THE PANALPINA GROUP
Panalpina is one of the world’s leading providers of supply chain solutions. By combining Air Freight, Ocean Freight, and Logistics & Manufacturing, the company is able to deliver tailor-made solutions for 12 core industries. Panalpina operates over 500 offices in almost 70 countries and partners with another 100 companies around the world.
PARTNERSHIP CHALLENGES & SOLUTIONS
Because sales reps focused most of their time on growing business in the Panalpina portfolio, the company discovered a need for dedicated programs to form new prospects, manage leads to the point of sale, and effectively generate more revenue.
CONCEPT SOLUTION #1:
With a list of defined lead criteria established through Concept’s partnership with Panalpina, Concept implemented an outbound profiling program to call into target prospect accounts and get decision makers from these accounts on the phone.
CONCEPT SOLUTION #2:
With specific opportunity criteria provided by Panalpina, Concept developed a process for nurturing leads and setting appointments with qualified decision makers to put sales reps in front of deals most likely to close.
CONCEPT SOLUTION #3:
Concept was also able to develop a collaborative relationship with Panalpina’s sales reps. Through ongoing communication and visibility into the sales process, Concept was able to ensure these leads continue to funnel through the pipeline even if they are not an initial fit.