In the Spotlight - DSA Design DSA Design are a Global Exhibition Design & Management company focused on delivering creative solutions to help clients meet their investment and sales objectives from exhibitions... Working in a design centric industry requires an innovative marketing solution to match, one which allows us to quickly respond to prospective clients with collateral that demonstrates our capabilities using visuals and real life examples which inspire. Each of our deals usually entails a high value but long sales cycle.  We needed a better way of maintaining prospects until they are at a stage of being ready to buy. Intellegentia worked closely with our management team to understand the various stages of our sales cycle, and developed a solution in the form of "The DSA sales process form" to address the issues faced by the company.  The DSA sales process form (the first stage in the demand generation process) was created to work in conjunction with the sales team's calls, capturing all responses to the qualifying questions and scoring these along the way to determine whether the prospect should automatically receive our credentials and instantly go through to the next stage of the sales cycle or be retained in a nurturing database where they continue to receive future communications from us until they reach the point where they are ready to buy. In just 3 months of successfully applying this method to our sales process we now have in region of £500k worth of potential business in our pipeline, and have recently received our first brief as a result.  We are delighted with the results achieved so far.  As well as identifying prospects, Intellegentia's solution has helped us to optimise our processes, allowing both the sales and marketing efforts of the company to become more automated, measurable, and focused. Emma Lawrence, Business Support Manager, DSA Design Ltd