Which turn should you take when you’re planning your next big sales drive?
- Project Details
- Category: B2B
- Client: Fujitsu
When Fujitsu wanted to take its sales strategy in a new direction they came to us for a campaign to inform and incentivise its team.
Starting with Fujitsu’s latest high performance storage offering, our team developed a creative concept that drew an immediate parallel with the world of Formula 1 racing. To get the sales team on board, we negotiated an incentive prize package with Palmer Sport - an extreme F1 driving day in high performance vehicles.
The race day theme was used to create an internal ‘Fill the Pipe’ communications campaign that included learning videos, account clinics, top tips documents and a wide range of sales enablement tools. Every month salespeople who met certain targets were put forward for the race day prize.
With this encouragement, over the course of the five-month incentive campaign DirectionGroup helped Fujitsu generate a significant pipeline with a healthy conversion of sales.