Case Study

Sales Development

First sales accepted demo after 3 days

Jacques Biette

Venture Manager - Schenker Ventures

“As an economically independent unit of DB Schenker, we needed a good solution for a scalable sales pipeline with a manageable budget. Above all, it was important for us to get as many qualified demo appointments as possible with our target group in order to learn more about potential customers and improve our offering. REP and their SDRs understood our product and our target group well right from the start and were able to implement this superbly.”

Hintergrund

Background

  • Leading global provider of logistics services and supply chains
  • With Schenker Ventures, the Group invests in and promotes strong products and ideas to make the future of logistics more sustainable
  • With companies such as Volocopter, Warehousing1 and Liefergrün behind it, DB Schenker now also wants to bring 3D on-demand production to the forefront

Herausforderung

Challenge

  • The On-Demand Production team needed a predictable, scalable sales pipeline for the product
  • Cold calling in particular was the key to success

Lösung

Solution

  • First sales accepted demo after 3 days
  • Individual sales cadence via e-mail and telephone
  • Target group customization and message market fit in several iteration rounds