Building Connections with High-Quality Prospects

6 min read

"Good platform to connect with a variety of international companies from different industries."
— Frank Stienemeier, Head of Sales at Consileon

About Consileon

Consileon is a consulting company specializing in digital marketing and sales-related services for major brands including Volkswagen, Audi, and Bentley, as well as clients across healthcare, banking, and retail.

Their expertise spans AI and ChatGPT implementation, data-driven sales strategies for OEMs, and EU regulatory compliance for banking and healthcare sectors.

The Challenge

Consileon needed to expand their customer base quickly. The goal: connect with decision-makers across banking, manufacturing, and digital industries who had real budget authority and strategic influence. Traditional sales channels weren't delivering the quality or speed required.

How Consileon Works with Aurora Live

Scheduled Introductory Virtual Meetings with Pre-Selected Decision-Makers

Aurora Live delivered exactly what Consileon needed: scheduled meetings with pre-qualified decision-makers. No cold calling. No calendar coordination. Just conversations with C-levels and department leaders who control budgets and shape company strategy.

Consileon targeted three segments through Aurora Live: banking, manufacturing, and digital. The platform gave them access to over 100 decision-makers across industries including healthcare, retail, and automotive.

The 15-minute meeting format proved ideal. For most decision-makers, the main goal is to network with clients, customers, suppliers, and partners. The 15-minute meetings are brilliant for introductions to discuss next steps. In cases where decision-makers were not a good match, 15 minutes is a good compromise.

"We only have 15 minutes for the 1-to-1 meetings, but there was a meeting where the decision-maker was quite interested and requested another call right after the meeting. We talked for an additional 30 minutes, and it was a rather interesting call. We extended the initial 15-minute interaction because it was a good sales meeting."

Why This Works Better Than Traditional Channels

Broader reach than trade fairs. When you go to a fair and meet people in person, you're dependent on the topics of the fair. You cannot choose from a broad list of different companies. Aurora Live gives you that choice.

Sales teams stay sharp. Aurora Live builds well-trained sales staff because there's continuity in the sales funnel. Consistently scheduled meetings require preparation and follow-up. The sales team stays very well trained. They don't have to call decision-makers or arrange meetings—everything is settled so they can focus on selling.

Immediate market feedback. You get immediate response on whether your offering meets decision-maker requirements and if your topics resonate in the market. This is valuable for market research purposes.

"You get an immediate response regarding the sales target you offer via the 1-to-1 meetings. Furthermore, you also get an immediate response on the topics you deliver. Do they meet the decision-maker's requirements? Are you on the market with your topics or do you have to make some changes? This is quite interesting for market research purposes."

Virtual equals efficiency. Digital services can be explained easily with online tools through apps or websites. Both parties are already on digital devices, so it makes sense to use this platform. With virtual meetings, you can have a larger volume of meetings in a smaller timeframe than physical meetings. No travel costs for either party makes it cost-effective and less time-consuming.

How Consileon Prepares for Meetings

Frank Stienemeier filters decision-makers by interests and topics in the Aurora Live platform, then prepares customized information packages. Each package includes a standard introduction followed by specialized content based on decision-maker needs.

If a decision-maker is interested in a specific topic, Frank ensures Consileon has relevant references and project examples ready. He also reads the room—asking how their day is going and whether this is their first meeting to gauge mood and engagement.

The Results

• From 25 meetings with Aurora Live, Consileon generated serious momentum:

• 50% resulted in follow-up meetings

• 10% advanced to third meetings for presentations or project decisions

• Signed up for 50 additional meetings based on these positive results

• Sales professionals saved the effort of booking meetings and focused fully on preparing and pitching

• Consileon's CRM is better used and enriched with valuable data from meetings

• Confident they will close several deals by end of year

The overall quality is very good. Consileon met C-levels and department leaders who are decision-makers defining company strategies. They expect some deals by the end of the year as companies have more budget available.

The Hybrid Approach: Virtual + In-Person

Consileon faces longer sales cycles because they typically need to develop interest in their tailored services. Most companies on Aurora Live are not requesting a specific product or service initially.

Usually, a face-to-face meeting takes place one or two months after the initial 1-to-1 meeting. That's when it becomes very satisfying to know the other person better, go deeper into topics, and assess personal cultural fit. Consileon does this not just for more leads, but for more sales turnover—which doesn't happen only on a digital basis.

Sometimes Consileon reconnects with companies or decision-makers from the past who may have interacted with a different sales representative on different topics. With in-person events, they have another platform to reach them. Frank has had decision-makers who contacted Consileon in the past but where there were no real sales—and they got to know them again from a different perspective through in-person events.

Looking Ahead

Consileon is currently working through their 50-meeting package and expects to see results at the end of the year or next year. They are confident they will achieve the same or better goals because of the three branches they have booked—banking, manufacturing, and digital—which means a broader audience with diverse interests.

"Aurora Live is a good addition to our existing sales tactics."

Their CRM is now better used, enriched, and maintained with meetings from Aurora Live. Their main goal is to deliver follow-up after meetings on the platform.

Prior to signing up, Consileon had a call with one of Aurora Live's satisfied customers who convinced them it was a good decision. They started small for a smart entry and wanted to try something different besides the normal sales strategies they use daily.

Why Consileon Chose Aurora Live