Marketing 4 Sales Success Stories - Product180

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“Other consultants gave us proposals for logos, websites and brochures. You gave us the exact options we needed: marketing strategy and critical areas to grow.”

Dr. Jon Buras
Founder and President
Odyssey Medical Systems

resources

Cherwell Scientific, Ltd.

Challenge	Niche scientific and engineering software publisher entering US market Low penetration and virtually no customers Need to sell UK-developed products to US buyers
Solution	US led marketing-4-sales Focus on key messaging and language by US customers Guerilla marketing to drive new business
Result	102%+ annual growth rate Hundreds of new customers in <2 years

Instant Information

Challenge	Heavy competition from Internet & new technologies Eroding revenues & negative growth Limited marketing support makes every sale a 1:1 slog
Solution	Educate prospects & customers on how to make money using company services Low-dollar, high-impact marketing and partnering
Result	3x business growth in under 2 years Acquisition by happy client

Dictaphone

Challenge	Highly complex software product Confused salesforce and prospects Stagnant sales, virtually no sales pipeline
Solution	Interview key customers to determine ‘magic words’ that sell All marketing and sales support related to ‘magic words’ and customer pain points Equip and support salesforce with highly focused, simplified selling points
Result	More new clients in 9 months than previous 2 years 3x+ pipeline expansion Successful acquisition

Health Pro Medical Billing

Challenge	Fantastic business selling to conservative physicians Sales hit a plateau & owner-managers want to establish reasonable & consistent growth Service perceived as a commodity because competitors sell on price, not value
Solution	Get inside minds of physician clients to determine why they buy & ‘magic words’ that moved them to buy Position client leadership as experts; educate physicians on ‘what’s important’ and ‘how to buy’ Create new marketing tools linked step-by-step to the sales process & that directly overcome key objections
Result	Dynamics of sales conversations shift in company’s favor as physicians now reach out to HealthPro ‘Magic words’ injected into selling process create unfair advantage with physicians Within 90 days client reaches it’s current year revenue targets for the entire calendar year

ADF Designs

Challenge	Unique business in commoditized market Caught in market downturn Need to turn around and win anchor clients
Solution	New marketing & business plan Sell on differentiated value & focus on value-add to win business Coach senior staff on growth decisions & expansion issues
Result	New investor 5x revenue growth in 4 years Citibank and Disney landed as flagship clients

Karl Storz Endoscopy, USA

Challenge	Market leader selling many products Current marketing focuses on features & functions, not distinct value Limited marketing impact on sales & salesforce
Solution	Training on M4S concepts – Killer Value Proposition Hands-on coaching of 8 Product Managers Create differentiation and penetration strategies for multiple products in competitive markets
Result	Clear plans to create Marketing 4 Sales by vertical and product Marketing shift to value-focus instead of features & price helps sales force

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