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Building Forms Manufacturer
A large business forms manufacturer engaged Frank Lynn & Associates to assess the viability of, and ultimately, to help plan the launch of the company's new service offering.
During the projects' first phase, Frank Lynn & Associates worked alongside the client's sales and marketing team to help design the service offering and estimate the size of the sales opportunity. Once the offering was formalized, we went on to assess the new offering's sales potential across different industry segments.
With several segments identified as having a high adoption potential, Frank Lynn & Associates created and presented training modules for the client's sales force. We also developed marketing collateral and several white papers discussing the viability of the offering with the target segments.
Once sales force training was complete and the marketing collateral was developed, the client embarked on an aggressive sales blitz to create new service awareness within each target segment. Discussing the concept with an entirely new type of customer - senior financial and purchasing executives - the sales force secured five major clients in the first quarter.
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| October 21, 2010 |
| Professional Sales Channel Management |
Using proven management tools, frameworks and methods to prepare channel managers to drive sales and market share through indirect sales channels.
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