Invokers

Aarhus, Denmark

50+ Employees

Private

Digital Solutions

Valeur as a strategic business partner

Invorkers A/S corporate 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 supports and contributes 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 

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?

 

Datprof

About Datprof

Datprof builds products in order to enable developers and testers across businesses to rely on good quality test data. By giving them the right data to innovate faster and ship their products with more quality. So in the end everyone can benefit from those innovations. Datprof simplifies getting the right test data at the right moment. 

Groningen, The Netherlands

10-50 Employees

Private

Test Data

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.

 

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?

GroupCare

About Groupcare

Groupcare is a facilitator, advisor and IT-solutions partner for Nordic associations, organizations and political parties. Since 1999, Groupcare has worked with the daily processes of associations and they know how to create value for the members. Groupcare assists associations in integrating and applying flows of knowledge and data in the area between the members, the political management and secretariats, which is based on IT solutions and member services.

The Associations Center underpin the development of associations through events, newsletters, surveys and social platforms. Among other things, they debate member recruitment, GDPR and how to manage big data. These debates ensure exchange of experiences across the Nordic associations.

Copenhagen, Denmark

10-50 employees

Private

IT-solutions & consulting

Groupcare’s challenge

Groupcare wanted to outsource the preliminary part of the sales function, because they did not want to spend time and resources on booking the necessary meetings themselves. They looked for a specialized partner with a deep understanding of their area of business and experience in sales of software. Groupcare wanted to book meetings with potential clients in order to enter into a dialogue about member solutions.

 

The outcome

Groupcare has been very happy about the partnership with Valeur. The consultant is experienced in addressing potential clients and booking relevant meetings. Through the whole process, Valeur and Groupcare have had an ongoing dialogue about the different leads. This has created the foundation for several new customer relations. 2018 was the year with most new clients in Groupcare’s history, and Valeur has been a great part of that achievement.

“The partnership with Valeur has been impeccable. We are very satisfied with the meetings, which the consultant has booked for us. Right from day one, he has illustrated a great understanding of our area of business. Furthermore, the consultant also had experience with sales of software and booking meetings with software companies.”  – Emil Hovøre Andersen, Senior Advisor, Groupcare.

 

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?

Forstas

About Forstas

Forstas is a company with years of experience in maintenance of green areas, infrastructure and the surrounding areas of utility companies. Forstas needed a partner that could manage the outbound contact to companies through telemarketing.

Vejle, Denmark

50-100 employees

Private

Maintenance

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 it to create awareness and enter into a dialogue with our target group.” – Emil Utoft, head of sales, Forstas.

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?

EnergySolution

About EnergySolution

EnergySolution is an engineer company with a specialty in profitable optimization solutions in the areas of energy, environment and production.

Aarhus, Denmark

20 employees

Private

Production optimization

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 should 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.

 

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?

Cre8tek

About Cre8tek

Cre8tek was founded in February 2011 by the former Motorola colleagues, Yilin Pei and Poul Dørup Olesen. Cre8tek was created as a global company with subsidiaries in Denmark and China.

The company was founded to create the perfect connection between western innovation and Chinese resources in the fields of product development and product realization.

Hjørring, Denmark

10-50 employees

Private

Product Development

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.

 

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?

Bürkert-Contromatic

 

”Valeur’s knowledge of our industry is crucial for building new customer relations”

 

Bürkert-Contromatic does not want to spend all the time of their Sales Representatives on appointment setting. This task is better off in the hands of experienced specialists. Valeur’s industrial consultants are known for having the technical knowledge about the industry, the products and the market.

Herlev, Denmark

25 employees

Private Company

Fluid Control Systems

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

New Costumer Development is a central focal point for Bürkert-Contromatic, and in 2011, the company decided to strengthen this area by outsourcing the task. Valeur’s industrial team contains highly skilled consultants with many years of experience in outbound sales for industrial companies. The partnership with Valeur was the ideal match for Bürkert-Contromatic:

“Valeur understands our way of running a business, which is built upon quality and long-term costumer relations. We need to nurture and expand our existing clients, while slowly generating new clients.”

 

Direct two-way communication

“Appointment setting functions like everything else – the result depends on what is invested in the process”, states Aage Dam. “We invest a lot of time in creating a relevant gross list in cooperation with Valeur and we have an effective and direct communication between our sales team and Valeur’s consultants. Valeur are experts in lead generation and creating a good dialogue with potential clients. They are professional from beginning to end – and we never waste our time with unnecessary meetings. We recently hired a new Sales Representative and it was a perfect beginning for him. Instead of spending all his time on appointment setting, he started meeting new clients right from the start. The collaboration with Valeur is a perfect supplement for our own set-up.”

 

Plenty of quality meetings

After initiating the cooperation with Valeur in 2011, Bürkert-Contromatic has experienced a positive development in their customer base: “We are slowly expanding our network and we established good relations to potential clients. We are very satisfied with the results of our partnership with Valeur. Their consultants are capable of booking all the necessary meetings, so we just set the limit for what we can manage.”

 

Continuity is alpha and omega

Right from the beginning, it has been the same consultant on the project for Bürkert-Contromatic. In addition, the consultant has been working 27 years in the same industry, and that is very important for Aage Dam:

“It is alpha and omega that it is the same person that calls potential clients on our behalf – and even more important that is a person that is familiar with our business and market. Valeur is famous for having a reasonable continuity and many experienced consultants. We have complete faith that this stability will continue to benefit us in the future.”

 

Bürkert’s results from appointment setting

Establishment of new
customer relations

A full pipeline with
relevant leads

Optimal planning of the
Sales Representatives’ time

No wasted time on
irrelevant meetings

Improved logistics
with a minimum of
transportation time

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?

Hans Følsgaard

”Valeur delivers value for money on the German market.”

 

For Hans Følsgaard it is more cost-effective to outsource the outbound sales to Valeur. The concept creates great results and is easy to manage. Additionally, there is a huge potential for fiber cables in Germany.

Køge, Denmark

80 employees

Private Company

Technical Consulting

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

The consultant that was chosen for the project is bilingual so she was fluent in Danish and German. Besides being bilingual, the consultant had 10 years of experience with appointment setting.

“Valeur has through the whole process been accommodating towards our needs, and it has been a huge advantage having a dedicated consultant that had no problems in understanding our technical universe”, says Claus Rønne.

“The consultant delivered good results without having any problems with communicating our message to the German companies. She has created great openings for us to follow up on.”

 

Huge success with a self-sufficient process

After 10 months, the pipeline was filled with many relevant leads and Claus Rønne reached his goals:

“It looks really reasonable, which is why we want to continue. We are expecting a break even within two years, but long-term we have an enormous potential in the German market, which consists of 80 million people – and it does not end here. We initially started out with three carefully chosen federal states in Germany and we can easily use the same sales model in other states or countries in the speed that fits us best.”  

 

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

 

Hans Følsgaard’s results with appointment setting

And effective and
thoroughly-tested concept

No down payment but
a continuous invoicing

Adjustable budgeting
and control of scaling

Halvering af omkostninger
i forhold til egen konsulent

Optimal planning of the
Sales Representatives’ time

Self-sufficient consultant
with native language and
insight into the German market

Mutual trust and a
close collaboration

 

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?

 

Hørkram Foodservice

A determined approach to appointment setting resulted in sales on 34 % of the meetings and an increased turnover on 1.4 million Euro. 

 

Through close collaboration with Valeur, Hørkram Foodservice acquired an effective tool to control their pipeline while increasing the revenue in several different geographical areas.

Hørning, Denmark

270 employees

Private Company

Catering

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

When Valeur initiated the appointment setting process, it became very clear that the main target group displayed a high interest in Hørkram Foodservice. The first weeks became very hectic for Hørkram’s Sales Representatives, but also here the strengths of a good partnership was highlighted:

“Hørkram Foodservice takes good care of their employees and we have managed to connect all the dots in the process”, says Klaus Valeur Leffers, CEO of Valeur. “We quickly adjusted our approach, so each Sales Representative had 2-3 meetings with new clients every week – in that way they were not thrown overboard with an excessive amount of meetings. This meeting frequency fits perfectly with the agreed goal for sales.” 

 

New orders are celebrated together

Kørkram Foodservices delivered good input in form of new prospects to Valeur, while they received a precise and systematic reporting.

“Valeur has consistently provided valuable information from every lead. We were prepared thoroughly before each meeting and we always knew if the potential client had specific needs”, explains John Astrup.

“In our weekly report, we could easily follow the development of the call list, the ranking of each call and who was assigned to each booked meeting. Through the whole process, the collaboration have been so close that we have perceived Valeur’s consultants as our own employees. We have followed the same purpose and shared the joy of new orders.”

Hørkram’s results with appointment setting

Revenue on 1.4
million euro

Every 3rd meeting
leads to a new order

 

105 booked
meeting

96 meetings
completed

58 quotes

34 % hit rate

 

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?

 

VARO

Valeur paved the way for the German market

Valeur functioned as an effective door opener to the German and Scandinavian market, when VARO tested two new products.

 

Hornslet, Denmark

100 employees

Private Company

Production Equipment

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.”

 

A close partnership

Valeur’s focal point is executing the costumers’ strategy, which requires a close dialogue between Valeur and the client. It is crucial for both partners that the consultants are perceived as an integrated unite of the company they are representing.

According to Anne Gram-Skjoldager this close partnership occurs naturally: “Valeur has experience in assisting small- and medium-sized companies, and they are very flexible and service minded. Our consultant from Valeur knows exactly where to push through and he is very thorough in the preparation and reporting of every conversation. The consultant normally contacts us after speaking with a lead in order to give us a fresh update about the potential client’s thoughts and assessment of our company and our products. It feels like he is a part of our department and we are always fully involved in the whole process. This is completely opposite from other telemarketing companies where you just get handed an excel-sheet and the invoice without any further explanation.”

 

A valuable litmus test

The goal with the German project was to get informed about the market and get direct feedback from the food industry, the pharmaceutical industry and the chemical industry regarding our two products. “It was paramount to get a good litmus test of the market and collet knowledge about potential clients, our market position, and our competitors – and that was exactly what we achieved. Valeur is excellent at finding new opportunities and opening the door for our sales team. They have given us a crucial starting point for creating success with our products in Germany”, says Anne Gram-Skjoldager.    

 

Do you want to intensify your market entry strategy and obtain quality sales meetings on the German market?

 

Contact our German Sales Department for assistance.