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Stamford firm Konnexx Ltd aims to transform the way UK companies sell and has worked with the likes of Mars, Pepsi and Johnson and Johnson

A Stamford based firm is helping to transform the way UK companies sell through an innovative new system which is winning contracts from some of the UK’s biggest organisations.

Konnexx Ltd, based at Stamford Business Park, Ryhall Road, is working with the likes of Mars, PepsiCo, Johnson and Johnson and ICI with a system which is boosting sales.

The system called VTM – Virtual Territorial Management - has been developed over the past decade by Konnexx managing director, Simon Morris.

Simon Morris
Simon Morris

“We have built a strong following among companies looking to reinvent their sales approach which really means ending, or drastically cutting, face-to-face selling.

“In essence VTM does what a rep does without a visit so it is a very cost effective route to market. The key issue is that invariably we keep and develop the relationship with the customer much better than a face-to-face meeting with a rep would do,” said Simon.

“Many companies think that very technical products or services cannot be sold over the telephone but we have shown this to be a myth.”

The key to Konnexx’s success lies in its own staff recruitment.

Simon added: “VTM is born out of telesales but our staff are trained to be much more than a voice at the end of a phone.

“They provide a more technical and consultancy approach building a long term relationship, creating intelligence on a customer’s buying habits and building in depth data sets around an individual customer.

“Clearly this means we employ some very high-level individuals who can take and absorb a brief and then become one of the ‘tribe’ in which he or she is operating within.

“There is a new reality about the whole sales environment and, generally, sales people are much more efficient when they are working from inside than outside. Also, customers don’t really want a salesperson to arrive on their doorstep unless they think a face-to-face visit is critical, which they rarely do,” said Simon.

“Back in the 60s, when modern sales techniques were developed, field sales were key. “Modern technology has broken down the divide and a customer can get all the detail he or she wants via social media or many on-line platforms.”

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