First Copy Corporation Kicks Cold Calling to the Curb with Sales Navigator 

Challenges

Senior New Business Executive Ellie Di Fiore was making speculative calls and emails based on an out-of-date CRM database, which she deemed 99% inaccurate. “I would often be calling people that no longer worked in the business, retired, or on one occasion had passed away,” she said. “Very embarrassing and unprofessional.”

New Approach

Based on a peer recommendation, Di Fiore tried out Sales Navigator, enabling her to ditch the old-fashioned cold calling approach and better leverage her contacts to generate leads and warm intros.

Results

With powerful social selling tools at her disposal, Di Fiore was able to enhance her approach, developing a process that better suits First Copy Corporation’s extended sales cycle:

     •Quickly identifying relevant leads

     •Sparking conversations early and building relationships

     •Improving trust and credibility with deeper understanding of prospects

     •This has led to more face-to-face meetings

First Copy is the regional face of the global brand, Xerox. We offer in-depth knowledge that allows us to provide the perfect solution for businesses of all sizes. We continue to be one of the UK’s leading consultants in managed print services, digital printing and document management solutions.