Goal: To shorten the long sales cycle of 12-24 months.
The initial sales cycle was taking up to 12 months, in some cases the sales cycle took 2 years before even a meeting. Due to the lengthy sales cycles our client was suffering peaks and troughs. During a peak, staff were not available to carry out business development which in turn led to a trough. One reason why these sales cycles were so long was because the client was not able to speak to the right person in the organisation earlier.
We ran a series of training courses within the company for strategy planning which included buyer persona development and auditing. We also offered LinkedIn and email marketing training to key members of staff in the company based on the very latest technology and techniques in the industry to ensure long-term success.
In parallel we updated their website to focus on lead generation by increasing the flexibility they had with it. For example, we made it so that members of staff can easily update the information on the site and easily (plus quickly) create specific landing pages to support different marketing campaigns.We also introduced regular email campaigns to their marketing activities and social media posting supported all their other marketing.
The client was able to use LinkedIn in a strategic and structured way, allowing prospects to move down the sales funnel much more quickly. Through linkedin prospecting and our multi-touch program, Factory Solutions Ltd was able to access the right decision maker much more quickly than before. In fact, within 1 month of using our LinkedIn Prospecting System (Connect & Sell) he had connected with the right person in a large well known soft drinks manufacturer, which was his first business contract within 6 months. He now carries out work for their European factories.
In addition to this, their email database was cleaned up and the right recipients were receiving the right information at the right time to push them along the sales funnel and place orders. Plus, the client is now receiving emails from his prospects volunteering their problems and requesting meetings. The only phone calls the client makes is to follow-up with warm and interested leads.
Visit the Factory Solution Ltd website.
The team at KDM have provided me with valuable advice on digital marketing which has improved our company website and enhanced my business profile on LinkedIn.
These two activities have certainly had a positive impact and I believe are a contributory factor in the growth we have experienced in our business. In addition I personally have a far better appreciation and awareness of the important role digital marketing plays in promoting SME’s.
I would certainly recommend KDM both for knowledge and communication skills on this subject.
– Neville Duke,
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