Lead generation success story

May 21, 2009 at 6:44 am Leave a comment

Here’s a great case study of a recent Aximum Marketing client that needed to develop processes for the effective generation of qualified leads. In summary:

A medium-sized, privately owned organization had experienced high growth over the past couple of years, but had recently fallen on hard times. Their lack of understanding regarding systematic marketing/sales processes has increased the number of unqualified leads (and subsequent tail-chasing by the sales team) while drastically reducing the number of qualified leads and revenue opportunities. Consequently, many of its long-time sales champions had left the company, and the exodus continued as their financial results further deteriorated. In addition, the company’s website was in desperate need for a transformation from mid-90’s information source to 21st century lead generation machine.

They needed to

  1. Fill the pipeline with qualified leads
  2. Develop systematic, automated eMarketing programs to nurture leads for sales teams and motivate prospects to buy
  3. In the face of constantly encroaching competition, increase awareness for the company within their industry and measure results from those activities
  4. Create a better, stronger, more universal messaging strategy for marketing, sales, and all customer-facing teams

Read all the details, as well as my other success stories, and contact me if you’d like to increase qualified leads for your company.

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Entry filed under: Best Practices, Lead Generation, LinkedIn, Marketing, Marketing Communications, Messaging, Raising Awareness, Sales, Sales Tools, Strategy, Website. Tags: , , , , , , , , .

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