Overview
In early 2025, Netserve, a growing managed IT services provider, engaged Ian to refine its sales strategy and unlock new growth opportunities. The consultancy brief was clear: deliver actionable improvements that would drive lead generation, strengthen qualification, optimise proposals, and ultimately boost conversion rates.
Following a focused discovery process and a review of existing practices, a comprehensive sales enablement programme was developed and presented to the leadership team.
Objectives
- Set ambitious yet achievable 2025 sales targets across new business, upsell, and service packages
- Improve lead generation effectiveness, especially through network-based activity
- Introduce qualification frameworks to better understand customer pain points
- Revamp sales proposals to focus on simplicity and outcomes
- Equip the team with monthly upsell kits and role-play support
- Implement conversion tracking to enable data-led decision making
The Solution
A bespoke strategy presentation was crafted and delivered to the leadership team. It included:
- Target Mapping: Stretch and MAT targets aligned to distinct growth areas
- Lead Generation Playbook: Messaging and tactics tailored for networking by team members, including “prompt cards” and persona-based messaging
- Qualification Models: Sets of curated questions for both new and existing clients designed to surface IT pain points and open doors for upsell
- Pitch Deck Framework: A five slide impact driven format to standardise and elevate Netserve’s presentation style
- Proposal Redesign: Transition to outcome-led, Schedule of Works-style documents that reflect clarity and confidence
- CRM Reporting: Guidance on conversion tracking implementation to support ongoing performance reviews
This hands on consultancy work culminated in a full delivery session, receiving highly positive feedback from all stakeholders.
Impact
Within weeks, Netserve began rolling out several initiatives from the plan, starting with lead nurturing and upsell focus areas. Team members reported increased clarity around messaging and qualification, and early indicators showed greater engagement during sales conversations.
The proposed monthly upsell kits and persona driven prompts are now embedded in team routines, helping maintain momentum and encourage cross sell awareness throughout the business.
Testimonial
“The consultancy work delivered by Ian Schenkel has been transformative. The clarity, focus, and structure brought to our sales approach has energised the team and provided us with the tools we needed to take Netserve’s growth to the next level. From strategy to execution, the insights were both practical and visionary.”
– Will Bellows, Managing Director, Netserve
Conclusion
This project stands as a strong example of how well targeted consultancy, grounded in commercial insight and clear communication, can lead to measurable business improvements. Netserve now moves into 2025 with renewed confidence and a sharpened edge in a competitive market.