SGS briefing · 8 minutes 45 seconds
When referrals slow down: building a more reliable B2B pipeline
A practical briefing for established B2B businesses that want to reach relevant customers beyond referrals and the owner’s existing contacts.
Presented using Stuart’s AI avatar.
Watch on YouTubeWhat would this look like
in your business?
Tell Stuart what you sell, who you want to win and how new business reaches you today. We can discuss whether managed client acquisition would make a useful contribution.
What the briefing covers
From the first approach
to a useful conversation.
- Choosing customers with a relevant reason to engage.
- Researching the company and the person you approach.
- Developing interest through replies and follow-up.
- Giving the sales team the context to take an opportunity forward.
An example from SGS’s work
Finding owners who
were not advertising.
The briefing includes an anonymous asset acquisition assignment where there was no ready-made list of sellers. It explains the research and sustained engagement needed to find suitable owners and develop serious discussions.
The 90-day campaign results and subsequent purchases are distinct.
Prefer to enquire first? Email Stuart or visit our Contact page.