CASE STUDY Total Business Solution help customers succeed and gain new customers using a multi-touch prospecting method to deliver best practice Sales Services.

Customer Profile

Industry: Professional Services

Headquarters: Auckland, New Zealand

Size: 5 employees

Sales solution: Multi-touch prospecting

Summary A local small professional service provider needed to increase sales revenue with a system which was in line with their cash flow.Campaign strategy deployed: Integrated data mining, social media, emailing, Highly specialized Tele-qualification, Tele-prospecting and networking.Target market: Target list of well scrutinized businesses with specified demographics and criteria were mined for the client. Prospects in specified 3 vertical markets.Email broadcast generated first wave of inquiries. Every single inquiry was followed up and qualified promptly and when qualified distributed to direct sales. Highly focused Tele-prospecting to the “non-respondents” followed to increase lead ratio and overall campaign ROI.ROI of dollars in the pipeline over 22 : 1

The Company Our client is a local IT service practice which provides on-demand IT solutions. More than 15 regional companies depend on their professional service for their front of the house systems to manage sales, customer service, and support operations. They were founded in 2006 and expanded their operation Auckland wide in 2010.

The Challenge The challenge was to show potential customers how to make the most out of IT services products, from off-the-shelf solution to advanced customization. Rather than rely only on static referral and networking our client wanted to adopt the go-to sales approach to deliver rich, relationship building sales effort. They wanted to reach customers every day, keeping prospects engaged with rich content experiences. The team needed to ramp up sales quickly, to deliver customised easy-to-use IT services, and do it cost-effectively.In addition, the team wanted to measure the sales effort success by tracking lead generation by method. The solution had to be flexible and one that could keep up with present needs of the market without burdening staff. Most importantly, there could not be any hidden costs.

Industry best practice

  • Strengthen the sales effort by having the team doing more sales calling
  • Hire a specialist sales person in the team to focus 24/7 on sales

The Solution

TBS pooled insights from traditional industry best practices and developed a task based sales model which focused on outcomes rather than on process, making business sales more of an expert team activity.

It made sense for a company to let us manage the hunting part of the sales cycle and in-house the account management of the customers. It helped the business to customize the offering to higher degree and save time and cost with information gatherers. With our multi touch prospecting model we mined existing database and approached new business verticals and territories. Being a small sized business outsourcing sales was a no-brainer, In addition to building relationship touches with over 600 new customers we converted prospects to warm leads who were presold to IT services.

Rather than stick to the typical, referral approach, taking it one step further, they used TBS sales services to inform potential customer about state-of-the-art customised IT solutions, saving hundreds of hours of meetings and cold calling.  On top of that, TBS analyzed how to make the lead generation more effective giving metrics of what works.

The Results

With 2500 new data, the IT business is just scratching the surface of the power of TBS.—deflecting over two months’ worth of sales time.

For our client, return on investment is measured not just in dollars but on customer success. They want people to engage fully with their services, understand the full breadth of their application, and use it right. TBS helps them build the kind of business awareness they seek.

Enquirers from the email

  • 18% responses received
  • From this 40 near-term sales opportunities were identified- which is a 6% conversion rate from inquiries to qualified opportunities
  • Cost per qualified sales opportunity: approximately $100 (including cost of email)

Revenue Generated

  • $150,000 in residual pipeline value
  • Total program expenditure of $2500

ROI of dollars in the pipeline over 22 : 1

Benefits Summary 

• Moved quickly from static referral lead generation of 4  to 40.

• Easy learning curve with relevant market feedback in weeks, not months.Benefits for end users

• Customers access relevant IT information in record time and easily relate to the personalized presentations.

“Total Business Solution has done it again! Their Sales Services have    changed the dynamic of the industry.  Without a doubt, TBS is a very exciting new service which eliminates the excuses for small and medium businesses not finding new customers.Businesses, like mine,which want to grow but don’t employ an in-house specialist salesforce should be using it to find   new customers. I am blown away by the power,yet simplicity, of the multi touch prospecting model”

Chris Cattaway Global Achievements Learning Development & Consultancy |

Additional information can be found at:

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