Boosting sales of a manufacturer in the construction sector
Client Situation
A well-established small manufacturer in the construction sector had seen sales plateau after several years of steady growth. The sales team felt they were missing opportunities, but it wasn’t clear why.
Approach
We carried out structured customer and employee research to uncover the underlying issues.
Through interviews, data review, and team workshops, we identified that customers lacked access to up-to-date technical product information — creating friction in the sales process.
Actions
Conducted targeted customer and staff interviews to pinpoint barriers to conversion
Analysed the sales funnel and customer touchpoints
Built a business case to invest in a digital library of web-based technical data sheets
Supported the client in implementing and embedding the new system within the sales process
Outcome
Within six months of launch, sales increased by over 50%, and customer engagement levels significantly improved.
The business now uses the same insight-driven approach for ongoing marketing and product development decisions.
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