Harrow Green provide business relocation, storage and IT relocation services, international moving and recycling & reuse solutions, operating across the UK for more than 25 years.

• Generate sales leads with companies that have a current requirement
• Cleanse historical data lists by updating who the key contacts are and capturing their email details
• Qualify each company’s potential spend on Harrow Green’s services and generate introductory sales appointments with companies that have potential spend above the threshold (high value prospect accounts)

Harrow Green’s potential customers are mainly senior Facilities contacts within mid-large professional, financial services and public sector organisations.

Operating in a competitive marketplace, Harrow Green has some Key Selling Points (KSPs), that enable it to differentiate itself and to sell on value, not price.

During the pre-campaign planning stage, Beanstalk recognised that the key to success would be the telemarketer’s ability to effectively convey Harrow Green’s KSPs and be able to move the conversation onto how Harrow Green add value.

To facilitate this, the telemarketers assigned to work on the Harrow Green account were selected from Beanstalk’s B2B & FM Services team. Having experience of the challenges that FMs face would enable the telemarketers to show empathy with prospects’ pain points and engage in a detailed conversation about how Harrow Green differ from other suppliers.

A training workshop was run in advance of the campaign starting. Additionally, a weekly review call was scheduled between Harrow Green and Beanstalk’s team, for both parties to provide feedback which enabled continual development.

This ensured lead quality was maintained at a consistently high standard and that the telemarketers stayed closely aligned to Harrow Green’s sales team, helping them to meet their revenue targets.