Acting as JB Valves' business development team
How C3 finds new customers, follows up every quote and keeps existing customers close for a specialist UK valve manufacturer.
At a glance
JB Valves Ltd
A Huddersfield based subsea and topside valve manufacturer.
Small-bore hydraulic valves
1" and below, for new build, temporary service, retrofit and decommissioning.
UK and Houston, Texas
Building new business at home and in the US subsea market.
Business Development Manager
Working in JB Valves' name, alongside the Managing Director and the sales team.
The right companies, and the right people in them
Together with JB Valves we agreed the types of company to go after, then researched the accounts and the people who specify and buy valves, from engineers to category managers and VPs.
- Oil and gas operators and majors
- EPC and EPCI contractors
- Distributors
- Decommissioning contractors
- Engineering houses
- Subsea equipment manufacturers
- Tree, manifold and control system makers
- Valve category and commodity managers
From the first call to repeat orders
Target accounts
A tiered list of target accounts, including a dedicated campaign for Houston, Texas, built from research, LinkedIn and Sales Navigator.
Start conversations
Phone led outreach backed by personal emails and LinkedIn, with a telemarketing playbook and email sequences written for each type of prospect.
Follow up every lead
Around 128 leads from an earlier email campaign followed up, so interest isn't left to go cold.
Follow up every quote
Every quote followed up with the customer after it goes out, and chased through to an order or a reason why not.
Keep customers close
A monthly email to existing customers with a useful technical article, plus posts on JB Valves' LinkedIn company page.
Report back
A sales forecast weighted by stage, a lost orders register and a monthly report pack with charts of orders won and order intake.
Every day, every week, every month
- Every weekday
Pipeline review and calls
Open enquiries and quotes checked each morning, chases agreed with the JB Valves team, and a set calling block.
- After every quote
Customer follow up
A check that the quote arrived and an offer to answer any questions.
- Every Friday
Quote report
A weekly report to the Managing Director on every open quote.
- Every month
Customer email and report pack
The customer email goes out once approved, with the monthly report, forecast and orders won and lost.
JB Valves' track record, in every conversation
Part of the job is knowing the client's strengths well enough to talk about them with confidence. These are the proof points JB Valves has approved.
“One of the most valuable aspects of working with them has been the quality of their industry introductions. They connected us with a true subject matter expert and key decision-maker. What was meant to be a 30-minute conversation turned into 90 minutes. During that call, we were told, 'We have a massive problem in this exact space.' That level of access is incredibly rare.
Their campaigns have also made a real difference. Several of my contacts have mentioned that our content consistently appears at the top of their LinkedIn feed, keeping us front of mind. It's enabled us to clearly communicate our USPs and has led to a significant increase in high-quality enquiries.”
Jonathan BalmforthManaging Director, JB Valves