Category Archives: Sales


Welcome to *shopt
The *shopt app, developed by CPM, provides an innovative and low cost way for brands to engage with convenience retailers. Giving brands instant access to more than 12,000 (and growing) convenience retailers, it provides the perfect platform to engage with this channel and drive loyalty and sales of your brand.

The goal is to maximise profitable sales for both the brand & the retailer.

With the convenience sector in growth it's a channel you cannot ignore, but it’s a tough channel to engage using traditional field sales teams.  With cost per call generally higher than in Grocery and no guarantee of seeing a decision maker, we want to give brands an effective and regular way to engage.

*shopt is already delivering great results, driving new distribution points for as little as £4.18.  Retailers told us that they wanted something that would cover the categories, be multi-brand and give them useful advice that can help drive their sales - which is exactly what *shopt is, and why more than 25% of convenience retailers are using it already!

Visit the Shopt website

Any questions, feel free to email us: hello@shopt.co.uk

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Case Studies

Royal Mail B2B Sales

CPM UK Driving Revenue by Sourcing, Identifying and Closing Opportunities with Both Existing and Prospect Customers

The challenge
    CPM UK CPM have delivered B2B sales in the SME market for Royal Mail since 2008. The structure includes 3 key business streams:

  • Proactive New Business
  • Territory Account Management
  • Reactive New Business Lead Response

The common objective across all of our teams is to grow revenues across all Royal Mail products, including domestic and international solutions in a highly competitive market.

Client Objectives:

Our vision is to be recognised as the best delivery company in the UK and Europe.

Our three-part strategy – centred on parcels, letters and customer - aims to deliver this, whilst generating sustainable shareholder value, and supporting the continued provision of the Universal Service.

We are focussing on our core business. We’re also finding new ways to grow in those strategic areas – parcels, letters, customers

Our Solution
    The activity is delivered from our high performance sales Contact Centre in Warrington and utilises a high calibre sales team of 50 professionals along with a fully dedicated management structure.

  • Proactive New Business – Our Business Development Managers create and close opportunities to generate new revenue sources. This is a sophisticated, consultative sell requiring an in depth understanding of the customer’s needs and close pipeline management. The team work in close partnership with the Royal Mail field teams to secure the sale where appropriate. This collaboration has secured deal values as high as £2million.
  • Account Management - Maintaining and growing revenue by building excellent relationships and really understanding existing Customers businesses. Proactively protecting a portfolio of Customers from competition threat. CPM manage an overall Customer base of over £200m in value.
  • Reactive New Business Lead Response – Responding quickly to prospect enquiries to understand their needs, match them to the right product/service and encourage them to become a new Royal Mail Customer. This team are also aim to provide a fantastic first impression of the Royal Mail brand.

Results

  • CPM have delivered over £280m of new sales revenue since 2008.
  • Average delivery against Royal Mail stretching targets exceed 110% year on year.
  • Driven improved ROI from £7:1 to over £12:£1.
  • Created an in depth sales pipeline management system & performance management “Plan for Success” programme, both now adopted by client’s in-house sales team

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Case Studies

Nissan Corporate Sales

CPM UK delivering corporate sales and engagement through an insight led, omni-channel solution to fleet sales

The challenge

CPM UK started working with Nissan in October 2015 following a competitive tender process. Initially Nissan’s aim was to outsource their face to face Corporate Sales team. CPM responded by developing a data led, omni-channel solution to fleet sales, incorporating data and insight, CRM and digital marketing, contact centre lead generation, and a face to face sales team.

Client Objectives:

  • Increase database visibility of the fleet market
  • Increase number of corporate customers with a direct relationship with Nissan
  • Manage and develop a Salesforce CRM platform
  • Recruit, manage and train a team of highly skilled sales professionals

Our Solution
  • Our insight led approach to fleet sales focuses on identifying a customers propensity to purchase based on the information captured at every touch point.
  • By implementing an omni-channel solution, we have been able to increase customer engagement, tailor individual customer journeys, and create personalised content to increase engagement.
  • CPM’s B2B contact centre division integrate into this customer journey, contacting prospects at the right time, and delivering the right message.
  • The team of face to face corporate sales professionals were recruited based on the behaviours and skills we know delivers success. They had a mix of experience, however were inducted into the world of automotive and fleet through our ‘Fleet Sales Academy’ program, a 6 month course designed to give fleet sales professional the skills and tools to deliver successfully in their role.

Results

  • In year 1, the team of Area Managers developed 1,008 new corporate relationships.
  • Our approach to data increased market visibility from 30% to 92.5% in 12 months.
  • CRM has delivered an increase in customer engagement, an increase in advocacy, and a 11% increase in leads generated.
  • CPM’s custom Salesforce platform has now been adopted as Nissan’s central corporate database – driving all fleet activity and fleet marketing communications in the UK.

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CPM and Graymatter bring you B2B Smart.
CPM has joined forces with fellow award-winning agency and B2B marketing communications expert, Graymatter. We’ve combined our market-leading services so we can deliver something unique to our business-to-business customers.

Together, we’re B2B Smart. And we offer specialist business intelligence, expertise and technology – designed to empower you to turn valuable insight into informed B2B sales and marketing action.
By coupling our best-in-class outsourced B2B sales techniques, training and teams with smarter marketing, you can harness intelligent marketing qualified leads, a single view of your customers and continuous engagement to accelerate your sales.
Why not visit the B2B Smart Hub below to find out more.
Or get in touch with our team to discuss how this solution could deliver rapid sales growth for your business:

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Case Studies

Telecommunications

CPM deliver on SME sales targets for Telecommunications company

The challenge
  • To acquire new customers for a telecommunications company providing fixed line, mobile, Broadband and Wi-Fi products via Field, Inside and Digital sales
  • To capture tactical information that is electronically fed back into the client's customer database to enhance customer product & service propositions.
  • To provide the sales support function that allows for timely order fullfilment for customers.

Our Solution
  • CPM built an outsourced sales team of 34 full time permanent sales professionals.
  • CPM manage all recruitment, HR, staff management and performance of these staff on behalf of our client in the SME business channel.
  • CPM have 26 back office staff working in the offices of the client supporting various sales functions.

Results

12,000 net customer acquisitions per year in line with delivery plan with results delivered within budget

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Case Studies

Consumer Electronics High-advice Sales Experts

CPM Australia providing consumer electronics high-advice sales experts to support sales and retailer relationships

The challenge

For our global consumer electronics client, Retail Safari developed an assisted selling program to support our client’s sales and retailer relationship needs. Our client was looking to us to for high-advice brand ambassadors to strengthen their reach, brand, in-store presence and store relationships. We deployed a community of experts nationwide covering 30 of JB Hi-Fi’s top performing stores.

Our Solution

In order to bring our client’s product to life, deliver exceptional in-store experience, and garner sales our priority was to invest from the get go in training and development. We sought the best talent and ensured that our training was geared to meet the needs of our client as well as the right fit for JB Hi-Fi. By tapping into relevant consumer market insights and through embracing the use of social media, our dedicated team of brand ambassadors were equipped with the know-how to ignite meaningful conversations.

Results

The program still continues to this day. Stakeholder feedback has been overwhelmingly positive. Sales continue to be on the rise and individual retail store relationships have strengthened. On average, our sales teams continue to generate 76 branded conversations and activate 17 sales weekly per store.

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Case Studies

National Telco Store Opening Program

CPM Australia manage in-store national telco store opening program

The challenge

Over a five year period, CPM Australia were engaged to create a dynamic local area marketing program that supported the launch of more than 350 newly transformed retail stores across Australia to generate awareness.

Our Solution

In order to drive traffic into store and create hype within each store’s local community, we knew we needed to better understand the local area dynamics store by store. Our strategy was backed by key insights into factors such as local attitudes towards our client’s brand as well as their local media preferences. Understanding the nuances of each individual community, helped us determine the best channels per individual outlet. Our tailor-made programmes attracted the right visitors which supported our ultimate goal of triggering purchases.

Results

Across the launch days, a substantial increase in foot traffic was experienced. In many instances, the amount of visitors recorded jumped on average from double to triple. The increased foot traffic on launch days correlated in a strong increase in awareness and notable sales uplifts were realized.

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Case Studies

Australian Energy Provider

Outsourced Direct Sales

The challenge

With nearly 15% of consumers regularly switching energy providers, Australia has one of the most competitive retail energy markets in the world. In this environment, our energy client recognized that the ability to engage directly with consumers was paramount to. Our job was to provide a compelling and influential platform to convert or ‘sell in’ and retain gas and electricity contracts. CPM Australia has been managing the outsourced direct sales campaign since 2001

Our Solution

A tailor-made program was delivered around involving invaluable intelligence surrounding consumer engagement and the customers’ optimal points of influence. CPM provided solutions involving in-field sales teams, inbound and outbound contact centre channels, as well as channels to assist web related enquiries. We developed industry specific technology solutions which enabled us to consistently deliver high sales and quality scores. Ensuring our energy sales agents were well equipped, the success of the program also relied heavily on sales and retention training.

Results

Since our engagement in 2001, CPM has consistently exceeded KPIs. The relationship continues today as the longest partnership between an energy retailer and an outsourced sales acquisition company in Australia. We believe that our long standing relationship is due in part to our operational excellence, customer centric approach, multi-channel strategy and our ability to deliver profitable customers.

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Telco Retailer

Training Support Program

The challenge

Our client – a large multinational telecommunications company – who manages their own in-house contact centres and retail outlets were seeking a training partner to help outsource additional Learning and Development trainers during peak demand periods. The client had recently undergone a reduction of their own Learning and Development workforce. With a reduced internal Learning and Development department now achieving full utilization, their need for flexibility was heightened. In order to cut-down on internal resources, they sought out a partner who could provide on-demand training resources.

Our Solution

To be able to have the flexibility to turn resources on and off, our client was seeking a training provider with national coverage who thoroughly understood the retail and contact centre environments.

Results

Through face-to-face facilitation and the development of training content, we continue to be engaged on projects big and small both here in Australia and for their overseas contact centres. Our largest engagement involving 18 trainers – simultaneously – played a key role in nationwide product launch. We continue to receive repeated offers to come back and support our client’s Learning and Development needs. We believe that this is a sure sign that our clients have chosen a trusted training partner.

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Case Studies

Microsoft Field Sales Team

CPM Ireland provide a dedicated, full-time field sales team across Ireland for Microsoft

The challenge

CPM provide a full time field sales team across the Island of Ireland for Office, Surface & Windows in Harvey Norman, PC World, Independent Retailers and xBox in Smyths & Gamestop.
CPM also provide a Digital resource, a SME Business Development resource and a Breadth account Manager for Microsoft.

Our Solution
  • Team in place for 10 years, extensively trained and deployed across top Irish retailers representing Microsoft
  • The team are tasked with delivering across the key pillars of retail execution in all Microsoft product categories.
  • Priority focus -attach, product sales & delivering messaging on the Modern PC.
  • Team concentrate on training & relationships in store to drive advocacy.
  • The team deliver insights from their experience in retail to drive Microsoft strategy.

Results

All KPI’s achieved in FY16.
2,300 calls completed, 2,369 RP Training Impressions, 137% achieved on Expertzone.

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