Valeur as a strategic business partner

Invorkers A/S cooperate with Valeur as a strategic business partner, when we want to create connections with new possible customers. Valeur’s aim is to open the doors to the right decision-makers in our business area, and they set the stage in a qualified way for our subsequent customer meetings. 

Valeur is both consulting and executing in our collaboration. Their approach and methods support and contribute to strengthening our position in the market of mobile applications for SAP, which deliver direct value to the company in the form of optimized processes and workflows 

I would clearly recommend Valeur if you want to increase focus on sales meetings and access the little available decision-makers and specialists. 

Kevin Hagemannn Petersen 

CEO, Invokers A/S 

Datprof’s challenges

Datprof wanted to introduce their products to the Scandinavian markets in an informative and educational way. With the help of Valeur, they established two Test Data Management seminars in Copenhagen and in Aarhus. Valeur’s experienced consultants were in charge of gathering the right attendees for the two events, and simultaneously creating a valuable list of leads. 

The outcome

Datprof got the oppertunity to discuss the features of their products and services with their desired target audience in Denmark. 

“Valeur helped us with incredible market research and making the seminars possible with a great audience. ” – Maarten Urbach, CSO, Datprof.

Forstas’ challenges

Forstas lacked the resources and time to manage the outbound sales and create a professional opening to new clients. Forstas initiated a partnership with Valeur in order to book new meetings with potential clients and raise the awareness of the company.

The partnership

“The partnership with Valeur is working really well. The consultant has a certain age and experience, which ensures good results, because he is able to adapt to each customer. I perceive the consultant as one of my own employees.” – Emil Utoft, head of sales, Forstas.

The outcome

Forstas is in dialogue with many new companies and the awareness of the company has increased.

“We get in contact with potential customers, whom we would not have been able to contact ourselves. This ensures that the awareness of Forstas increases, which is our primary goal. In the long term, this awareness might evolve to sales, but for now the purpose is to create awareness and enter into a dialogue with our target group.” – Emil Utoft, head of sales, Forstas.

EnergySolution’s Challenges

EnergySolution was limited by time and had difficulty in expanding their customer base. EnergySolution chose Valeur to develop a targeted effort, which could increase the number of customer visits. The goal was to contact selected companies in order to clarify 4-5 questions and set up a meeting. This would enable EnergySolution to enter into a dialogue with potential clients about energy solutions.

“It was important for us to have a serious partner with experience. We chose Valeur because of the practical experience of the consultants. They have had a career in the industry, they know our clients, and many of them have already meet our clients before. This is a factor that strengthens our professionality” – Martin Andersen, head of sales, EnergySolution.

The outcome

EnergySolution has many new and relevant meetings with potential clients.

“We are experiencing many new meetings with potential clients. Especially with clients that we would not have thought about ourselves. However, they are all very relevant for our business.” –  Martin Andersen, head of sales, EnergySolution.

Cre8tek’s challenges

Cre8tek wanted to contact certain companies in order to enter into a dialogue with potential clients and get new sales meetings. Furthermore, Cre8tek needed assistance in developing a focused sales strategy.

An important factor for Cre8tek was Valeur’s mature and experienced consultants, which creates the necessary credibility when Valeur is calling on Cre8tek’s behalf.

The outcome

Cre8tek have experienced new relevant meetings with the desires clients.  

“Our partnership with Valeur and the consultant has functioned very well. We have had a good dialogue about which clients to target, and our close communications has continued throughout the whole partnership. The consultant is good at tailoring our solutions to the specific client and I believe that the rate of success is high.” – Poul Dørup Olesen, CEO, Cre8tek Denmark.

Technical insight creates essential openings

For industrial companies, like Bürkert-Contromatic, it often takes longer time to establish a good relation to the costumers. Mostly because, these companies supply technical complicated products and unique systems, which you cannot take any chances with. Before the first order is given, it is crucial to have complete faith and trust in the product and the supplier. In order to engage in a dialogue with potential clients it requires a profound knowledge of the specific industry.

“Our consultant from Valeur possess deep knowledge of our industry, which is crucial for the quality of our sales meetings”, says Aage Dam, CEO of Bürkert-Contromatic. “The consultant was capable of absorbing a profound understanding of our company and products. He knows exactly in which circumstances it makes sense to book a meeting and he speaks our technical language – he is very trustworthy.”

Long-term costumer relations

It is easy to scale the sales efforts and control the expenses

Hans Følsgaard has been leading the Danish and Nordic market in fiber technology for many years, and now the company is ready to conquer new markets. Germany is more or less a decade behind Denmark in this area, which emits a great deal of potential. In 2015, the management decided to penetrate the German market. Creating a good market entry strategy requires an intensive effort over a longer period. Instead of hiring more staff, Hans Følsgaard decided to enter into an agreement with Valeur. According to Claus Rønne, Vice President of Hans Følsgaard, this agreement has produced many advantages:

“As a financial controller, this solution has been quite economical. Compared to hiring a new employee, this collaboration provides more liberty to adjust and scale the sales initiatives. It is easy to manage and half the price compared to hiring an extra employee.”

Valeur offered the right concept

After having tried several external sales solutions, Hans Følsgaard was convinced that Valeur was the right partner.

“A good sign was that Valeur did not start off with demanding a huge down payment as often happens in that industry. Instead they sent an invoice after the project was done”, explains Claus Rønne and continues:

“Besides the economic advantages, Valeur has displayed a huge commitment and relevant insight into our industry. In the preliminary meetings, they advised us about sales strategies and potential prospects in Germany. Furthermore, we had a good chemistry, which is very important in a long-term cooperation.”

High qualifications elevates the initiatives

All data is transferred to the CRM system

All the information and knowledge Valeur gathers from the German market, is directly transferred to the CRM system of Hans Følsgaard. On a daily basis, this provides an effective flow in the process of coordinating and booking new meetings. In the long run, this system creates an invaluable knowledge base, which can be used to introduce new sales initiatives.  

Valeur has a structured approach that processes the selected costumer segments and because of the continuous generation of new contacts and knowledge, Hans Følsgaard can adjust their strategy on a regular basis

Appointment setting – Your way into the market

Do you have a product or a service, which is eligible for the market? Then appointment setting is a suitable strategy for interacting with potential clients.

Valeur pursues a certain strategy in order to book high-quality meetings. This strategy revolves around the policy that it is not a matter of calling as many leads as possible, but calling the right leads at the right time.

Can we help your company booking new quality meetings?

A pioneer in the field of appointment setting

Hørkram Foodservice is one of Denmark’s biggest catering services with over 6000 clients. The company had never used telemarketing services before, but after a good dialogue with Valeur they decided to initiate their first campaign.

“There is no tradition for using telemarketing and appointment setting in our industry, so it was completely new for us”, comments John Astrup, CEO of Hørkram Foodservice. “However, we could easily see the potential in adding more meetings to our routes in certain geographical areas – and the results has definitely exceeded our expectations.”     

A serious cooperation secures a high hit rate

It is necessary to establish a common understanding between the client and Valeur and a solid preparation in order to create success with appointment setting. Valeur’s consultants had a whole day with Hørkram Foodservice to learn everything about the company’s values, culture, products and employees.

“It requires a high amount of trust to hand over your business-sensitive information, so it was crucial that Valeur’s consultants appeared professional and committed right from the start. They have managed to relate to our business and needs while taking a point of departure in our industry. This has been easily transferred to the outbound sales process. This has without doubt been the key to achieving so many quality meetings.”

Unexpected growth required adjustments

Appointment setting – Your way into the market

Do you have a product or a service, which is eligible for the market? Then appointment setting is a suitable strategy for interacting with potential clients.

Valeur pursues a certain strategy in order to book high-quality meetings. This strategy revolves around the policy that it is not a matter of calling as many leads as possible, but calling the right leads at the right time.

Can we help your company booking new quality meetings?

Increased focus on sales in Germany 

VARO is primarily oriented towards the Scandinavian market, but when the company had to test two new products, they chose to try out the possibilities on the German market as well. The project with Valeur covers a substantial amount of potential in the food industry, but also in the pharmaceutical and chemical industry. This potential cleared the way for a goal-oriented sales strategy in Germany and the Netherlands.

Anne Gram-Skjoldager, International Marketing Assistant in VARO explains: “Germany is a new market for us with these specific products, so we were in need of a competent partner that was capable of clearing the obstacles and establishing the necessary contact.”

A serious approach

VARO focused on linguistic skills, a cultural understanding, knowledge of trade and a serious approach, when they had to choose a partner:

“Pushy student-phoners cannot establish a good contact with German companies”, states Amalie Gram-Skjoldager. “We chose Valeur based on their mature and skilled consultants, which all possess many years of experience from different industries. This experience is crucial for us, because they call on our behalf. Valeur’s employees are very thorough in their approach and they are capable of creating a good contact with potential clients so they are not intimidated. Furthermore, the consultants from Valeur are very result driven and they always achieve what is possible in each circumstance.”

An effective collaboration process

Valeur initiates each project with a start-up meeting where strategy, message, segmentation and much more is discussed thoroughly. The start-up meeting creates the basis for the consultant’s activity plans and further approach. Anne Gram-Skjoldager is very satisfied with this process: ”The dialogue with Valeur has been very good right form the start. Their project managers and consultants have assumed the role as entrusted advisors. They are used to working with technical and complicated products, which makes them capable of establishing unique selling points while adopting to our needs.”