Case Study

Sales Development

First sales accpeted 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.”

background

Background

  • The world's leading provider of logistics services and supply chains
  • With Schenker Ventures, the Group invests and promotes strong products and ideas to make the future of logistics more sustainable
  • With companies such as Volocopter, Warehousing1 and Liefergrün behind them, DB Schenker now also wants to bring 3D on-demand production forward

challenge

Challenge

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

solution

Solution

  • First sales accpeted demo after 3 days
  • Individual sales cadence via email and telephone
  • Target group adjustment and message market fit in several iteration rounds