THE SALES GOAL
The CEO and Founder, František Šťastný, has started this company on his own years ago with very clear vision to conquer european market with the new LTO technology. He knew the market and saw an opportunity. He was operating with one key customer for first few years. Then he decided to move on and to start with proactive sales and new acquisitions. That was the moment when our paths met.
MARKET RESEARCH & SALES STRATEGY
The business was running well and the product was at very high level which was a great starting point to launch sales. We have used this situation to conduct a comprehensive market research and build a database of potential customers.
We have grown initial narrow pipeline of a few prospects to hundredsof potential leads. Later on the sales team started to process these and turn them intopotential customers.
The strategy was split into two directions - continuous prospecting and direct sales with an aim to continuously close "door opening" deals and secondly with a long-term goal to attend huge international tenders and acquire a game changer.
The biggest tender we have worked on for a few months had a value of 1,4B $.
TOOLS CREATION & IMPLEMENTATION
We have generated a robust list of leads during our market research that we imported into the new CRM system pipedrive.
We did the whole setup of the system based on client's sales process, target market and customer's key qualifying parameters.
Since the offer creation and pricing calculation was very complex and time consuming process, we only had to put in customer's battery specification and the tool calculated what kind of battery composition is needed to be used and for what price. Moreover all the battery specifications and prices automatically appeared in an official pricing offer template have created a comprehensive xls pricing calculator using formulas and other functions to make it as simple as possible. An offer creator (a salesman)
We have created a new version of sales presentation with bigger focus on a customer with an aim to make him identify him-self and to adress his needs and issues he is going through. Later on we have helped to transform this presentations into new graphic design.
HIRING A TEAM & CREATING A REWARD SYSTEM
We have used several skills tests and metrics to evaluate candidates in order to bring their profile's to the test. Based on the sales process and given sales goals we have hired 2 sales managers who later became key team players of present sales team.
Except that we have helped to establish initial relationships with strategic partners in Poland and USA and appointed a professional technical advisor in Czech republic who helped to design first tailor made products with own design and specification.
Our hiring evaluation system:
SUPPORTING NEGOTIATIONS
In order to create a sales process and negotiation manual we have supported Nano Power during many negotiations. We have also attended a few international conferences (e.g. Bauma, Munchen).
With our help Nano Power won a swiss tender of CERN, theEuropean Organization for Nuclear Research, and acquired french Omexom, a market leader in the field of electric installations.
At the end of the project the sales team was handover to Nano Power and successfully operates till present including a technical partner who is an external part of NP team.
OUR WORK IN CLIENT'S OWN WORDS
"Spacetools helped us to launch not only the business in the way of opening new opportunities. They made us change our focus from being strictly distribution oriented company to an engineering expert company designing tailor made electric battery systems. A change that worked perfectly."
František Šťastný, CEO & Founder
If you would like to know more about how our services could help to boost or build your sales, please, contact us.
