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Case Study


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Case Study

  1. 1. Cutting Your Sales Cycle Time In Half
  2. 2. Wanted <ul><li>Companies and executives to undertake an exciting – and at times, frustrating – journey. </li></ul><ul><li>  </li></ul><ul><li>You'll have to confront the realities of the marketplace, be willing to make mistakes - and learn from them, separate yourself and your company from the crowd by making BIG, compelling promises AND LIVING UP TO THEM. </li></ul><ul><li>  </li></ul><ul><li>The Payoff </li></ul><ul><li>Faster growth, greater margins and sales cycles cut in half. </li></ul>
  3. 3. <ul><li>While the payoff can be significant, there are no guarantees. Growing a great business is an endeavor where the outcomes are uncertain and contingent on many factors – some within our control, and many that are not. </li></ul><ul><li>  </li></ul><ul><li>Imagine Business Development provides those companies ready and willing to take on this journey with a team of field guides to support the navigation. We live in the often-frustrating world of fast growth, and have developed quite a knack for leading companies through the pitfalls. </li></ul>
  4. 4. You Know You’re Right For Us If: <ul><li>Your company does something compelling. </li></ul><ul><li>You really care about your customers (or clients, buyers, guests, etc.) </li></ul><ul><li>You are a successful enterprise </li></ul><ul><li>You are looking to grow at a rate at least 25% above your industry (typically 20% or more per year) </li></ul><ul><li>You’re a B2B or high-end B2C company </li></ul><ul><li>You are better than your competitors (it’s okay to admit that) </li></ul><ul><li>There’s a significant amount of untapped potential within your company </li></ul><ul><li>Unleashing that potential is paramount to you. </li></ul>
  5. 5. Our Philosophy <ul><li>To succeed you must take your value proposition to such an extreme that your competitors either cannot or will not follow. </li></ul><ul><ul><li>When It Absolutely, Positively Has To Be There Overnight. </li></ul></ul><ul><ul><li>A $499 MP3 player </li></ul></ul><ul><ul><li>A Brand Bigger Than Coca Cola </li></ul></ul><ul><ul><li>Low Prices, Everyday </li></ul></ul><ul><ul><li>The Blair Witch Project </li></ul></ul><ul><ul><li>The CD </li></ul></ul><ul><li>Make my problem go away - this is what clients want. </li></ul>
  6. 6. What We Do
  7. 9. The INTELLIGENT GROWTH Blueprint
  8. 10. The Talent Advantage
  9. 11. Third Wave Selling
  10. 12. The INTELLIGENT GROWTH Packaging Program
  11. 13. The INTELLIGENT GROWTH Virtual Sales Coach
  12. 14. The INTELLIGENT GROWTH Business Development Team Leadership Program
  13. 15. The INTELLIGENT GROWTH Virtual EVP, Business Development Program
  14. 16. The Business Growth Life-Cycle ™
  15. 17. A Case Study <ul><li>The Situation: </li></ul><ul><ul><li>Services Company </li></ul></ul><ul><ul><ul><li>Sister company in a 5 organization, $40 million group </li></ul></ul></ul><ul><ul><ul><li>$4.5MM revenue </li></ul></ul></ul><ul><ul><ul><li>New management team brought in 4 years ago to accelerate growth. </li></ul></ul></ul><ul><ul><ul><li>Ineffective sales process. </li></ul></ul></ul><ul><ul><ul><li>100% of growth coming from government sector, desire was that no more than 1/3 of growth come from government. </li></ul></ul></ul>
  16. 18. A Case Study <ul><li>What They Wanted: </li></ul><ul><ul><li>Help hiring a sales team </li></ul></ul><ul><ul><li>Training for salespeople </li></ul></ul>
  17. 19. A Case Study <ul><li>What We Found: </li></ul><ul><ul><li>Complete Diagnostic Uncovered: </li></ul></ul><ul><ul><ul><li>Stale messaging </li></ul></ul></ul><ul><ul><ul><li>Lack of differentiation </li></ul></ul></ul><ul><ul><ul><li>No business development infrastructure </li></ul></ul></ul><ul><ul><ul><li>Lack of packaging </li></ul></ul></ul><ul><ul><ul><li>Stuck between value proposition foundation </li></ul></ul></ul><ul><ul><ul><ul><li>Talked customer intimacy, acted operational excellence </li></ul></ul></ul></ul>
  18. 20. A Case Study <ul><li>What We Did Instead: </li></ul><ul><ul><li>Step 1: What Are People Really Buying </li></ul></ul><ul><ul><ul><li>Anchored in Customer Intimacy Foundation </li></ul></ul></ul><ul><ul><ul><li>3 Point Value Proposition </li></ul></ul></ul><ul><ul><ul><li>5 Prong Marketing and Sales Plan </li></ul></ul></ul><ul><ul><ul><ul><li>Direct Sales Effort </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Dynamic Thought Leadership™ </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Web Site </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Positioning </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Partnerships </li></ul></ul></ul></ul>
  19. 21. A Case Study <ul><li>What We Did Instead: </li></ul><ul><ul><li>Step 2: Packaging </li></ul></ul><ul><ul><ul><li>Update Look </li></ul></ul></ul><ul><ul><ul><li>Turn Website into resource </li></ul></ul></ul><ul><ul><ul><li>Support Brand Promise </li></ul></ul></ul><ul><ul><ul><li>Named and packaged their offerings to provide differentiation, exclusivity and permanence. </li></ul></ul></ul>
  20. 22. A Case Study <ul><li>What We Did Instead: </li></ul><ul><ul><li>Step 3: Recruit Sales Team </li></ul></ul><ul><ul><ul><li>Profile Position </li></ul></ul></ul><ul><ul><ul><li>Design Ideal Candidate Profile </li></ul></ul></ul><ul><ul><ul><li>The Hiring Blueprint </li></ul></ul></ul><ul><ul><ul><li>The Recruitment Strategy </li></ul></ul></ul><ul><ul><ul><li>Interviewing </li></ul></ul></ul>
  21. 23. A Case Study <ul><li>The Results: </li></ul><ul><ul><li>Captured the largest account in their history (by a significant margin) in a competitive bid situation. </li></ul></ul><ul><ul><li>5 New Account Sales </li></ul></ul><ul><ul><li>Corporate growth rate back in line with strategic intent </li></ul></ul><ul><ul><li>On course to do $10MM plus </li></ul></ul>