"..to increase the business from £600k a year to £1m+.."

Tornado Wire are a UK based manufacturer of high quality Fencing to the agricultural, equestrian, forestry and infrastructure sectors.

Tornado have developed as a business over the last 50 years to become the name in quality fencing.

I always work as closely with my clients as I can and one of the biggest areas of success and value add, is to work with actual users that are accessing software systems like Phocas each day.

In Tornado’s case I am working with their sales team to drive more value from their BI software, by helping turn data into customer centric selling information.

Helping my clients to understand their own customers objectives, is proving key to sales growth in ever competitive industry sectors.

Applying more customer focused sales engagement is helping the sales team to protect, prioritise, develop and manage their customers in a more structured but non complicated way.

Having completed a review with Tornado a few days back, their Sales & Marketing Director provided the following:

“We initially engaged Robin to assess our sales teams use of Phocas Business Intelligence, advise on how to present the information more clearly and to develop any training needed. Although that initial brief has been delivered, what was unexpected and immensely valuable was the insight that Robin was able to bring from working with a large number of sales organisations across many industry areas. This insight has helped us to conduct a root and branch review of our sales effectiveness, from objective setting to weekly planning and the effective use of data in this. This new approach used by one of our salespeople, just two days following some time with Robin, has seen us agree with a large customer that our shared objective is to increase the business from £600k a year to £1m+ over an 18 month period. Whilst we still have much work to do, we now have a sales organisation that is focused on understanding how it adds customer value and on how to deliver that”

Paul Harris – Sales & Marketing Director, Tornado Wire Ltd.

A very special thank you to Paul, his Managers and the wider team for being so accommodating and great to work with.