It’s always good to win and
Surrey-based, eco-friendly colocation and connectivity provider, 4D Data Centres
has been recognised by The Guardian newspaper for its sales strategy
that has led to an average 40% growth year-on-year over the last four
years. 4D is a winner in the Winning New Business category of the Guardian’s Best Practice Exchange in its Small Business Network section.
The winning entry describes 4D’s three-pronged approach to its
successful ‘New Business’ strategy that underpinned its activity
planning in 2011.
Jack Bedell-Pearce, managing director of 4D Data Centres explains, “We
worked out a ratio of quote to sales conversion and then did the same
thing with website traffic. By setting activity planning targets based
on previous experience, we were able to ensure we never over (or under)
spent on marketing, and never had too many or too few leads for our
sales guys. It had a significant impact and with just an 8% increase in
marketing spend for 2011 we were able to boost our overall new business
sales by nearly 35%.
“This meant that 4D was able to break the £2 million turnover barrier
in 2011 and earn a place in the Deloitte Technology Fast 500 – our
second consecutive year.”
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