 |
Case Studies |
CASE STUDY 1 OF 2 (Scroll down for more)
Targets:
Fortune 1000 Companies
Client:
International Incentive Company
Challenge:
New customer sales were growing slowly. Salespeople
were spending a majority of their time managing existing customers.
As a result, little prospecting was taking place. The small
amount of prospecting that was taking place was limited to a
handful of cold calls at the end of the day. And each salesperson
handled prospecting differently. There was no system in place
to consistently track the progress of everyone's activities
or measure the effectiveness of their efforts.
Solution:
Implement Gateway's Pipeline Management
process to identify, verify, and qualify new prospects, develop
and deliver a compelling selling story to them to generate immediate
sales, while building awareness over time to ensure future sales
opportunities.
The Right Target - The Right Message
- The Right Time
Goal:
1) Create brand awareness with Fortune 1000 Targets
2) Generate RFPs in Year 1
3) Secure 25 new customers by the end of Year 2
Results:
1) 5 new Customers by the end of Year 1
2) 66 new Customers and $18 million in new Sales by the end
of Year 2
3)Actively marketed to over 2,500 new Leads throughout Years
1 and 2
4) A database of over 3,700 targets that is both current and
accurate
5) A structured, documented process for identifying and tracking
prospects, as well as measuring program effectiveness
CASE STUDY 2 OF 2
Targets:
Small to Mid Sized Specialty Businesses
Client:
Property & Casualty Insurance Company
Challenge:
The client was not meeting new business goals.
Products were sold through a direct sales team as well as independent
brokers. With no control of the independents, the client relied
on direct sales growth and the marketing department to generate
leads. The marketing department was generating leads, however,
the quality was not the best, and they did not have a good way
to track the status of the leads. Each salesperson was given
a reasonable goal of meeting 12 new prospects per year, however,
only a few were achieving that goal and adding new clients.
Solution:
Implement Gateway's Pipeline Management
process to identify, verify, and qualify new prospects, develop
and deliver a compelling selling story to them to generate immediate
sales, while building awareness over time to ensure future sales
opportunities.
The Right Target - The Right Message - The
Right Time
Goal:
1) Create brand awareness with small to midsized
organizations
2) Capture valuable target information (eg. Policy
expiration dates) in customized database
3) Secure 5 new customers
in Year 1, 15 by the end of Year 2
Results:
1) 10 new Customers in Year 1, 34 new Customers
by the end of Year 2, 20 Proposals pending
2) Actively marketed to over 850 new Leads throughout Years 1 and 2
3) A database of over 1,500 targets that is both current and accurate
4) A structured, documented process for identifying and tracking
prospects, as well as measuring program effectiveness
|
