Client Success
Some
examples of client results from implementing our focused
growth plan:
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1. NEED FOR LEADS > >
> WEBINAR PLAN
A wealth management
services company targeting affluent doctors
needed more leads—but doctors prove difficult to
reach and difficult to get time for a quality
presentation.
THE WEBINAR PLAN: I
designed a 2-webinars per month series each with
a 60-minute presentation. It included compelling
pre-event promotion on their website and to
their list a post-event follow-up plan. The firm
attracts 30-60 doctors per webinar session. They
generate a consistent flow of qualified leads
every month that are now educated about the
firm’s services and value so the selling cycle
is simpler and shortened. This has been a highly
productive lead generator and new client
producer that the firm continues today.
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2. KEY PROSPECT STRUGGLES > > > TOP 10 PROSPECTS
PLAN For years, a
yacht crane manufacturer had struggled to make
any real progress with their targeted key
accounts of global shipyards.
THE TOP 10 PROSPECTS PLAN:
Together with the Sales Manager, we made
a list of their Top 10 key account shipyard
prospects. Each account was significant and
worth $1 million-plus in business per year.
I implemented a strategic selling plan centered
on using a 1-page Top 10 Prospect Worksheet for
each Top 10 account with the Sales Manager. In
the first 6 months, the Sales Manager closed
deals with four of the Top 10 accounts and six
of the Top 10 within a year. This key account
focus majorly multiplied their business growth
and changed their business forever.
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3. WEAK WEBSITE > > > WEBSITE POWERHOUSE
The same yacht crane manufacturer had a very
weak website showing product photos and company
info… little more than an “About Us” e-brochure.
THE WEBSITE RETOOL PLAN:
I architected the website to emphasize their
improved strategic competitive positioning,
deliver their competitive advantages in a
compelling way, offered comparison tools
highlighting their higher standards and crafted
messages built to engage their four distinct
buyer segments.
I created an online quoting tool allowing them
to accept and process online quotes (they said
it couldn’t be done—it was far too complex!).
Over 3+ years, the website generated
multi-millions in new online quotes and created
millions in closed sales. It helped shorten the
sales cycle from multiple hours to a fraction of
the time. In some cases, no live selling was
required (my favorite example is one buyer that
made two online orders for over $500,000 total
without ever talking with a salesperson!). |
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Client Results: Yacht
crane manufacturer
• Doubled sales
growth each year for more than 2 years
• Transitioned from a smaller player in the
industry to a formidable competitor
• Developed a distinct competitive advantage
message and boosted brand preference
• Website leads multiplied to millions in sales
with a continuous pipeline of new leads
• Sales process streamlined by at least 40% to
be more focused and effective
• Expanded new markets in Europe, Middle East
and Asia – hired top-gun sellers
• Market share grew rapidly while competitors
shrunk
• Tripled the size of their factory
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Key Results:
1) Stronger sales process
2) Website sales & leads
3) Larger market share
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Client Results: Wealth
management firm
• Tripled their AUM
(Assets Under Mgmt) over 2 years during
challenging markets
• Quick Results: Their average growth rate in
the first 3 months up 3X, 2X, 11X
• Growth rate continues well above their
previous average
• Sales & profits up substantially
• Installed ongoing record-setting tele-seminar
events to substantially increase leads
• Improved over 10 sales & marketing processes
critical to their higher productivity
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Key Results:
1) Powerful message
2) Focused sales game
plan
3) Accountability to
execute
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Client Results:
Contractor sales & installations
• In their first 6
months, income, gross profit margin and net
income up 85-300%
• In-house counter sales increased seven-fold
• Concentration on ideal customers, powerful
competitive message, buyer motivators, a
customer-focused sales process, and effective sales tools
• Focused on accountability and ROI on their
best opportunities to grow
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Key Results:
1) Focused Top 10
customer growth
2) Focused sales game
plan
3) Accountability to
execute
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request free
strategy call
we discuss the priority
sales challenge(s) you face and ideas to solve them. |
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