OUR WORK

Begin with the end in mind. What do you want to achieve?

Case Studies Shorts:

Lead Generation Case Study:

One of the primary functions of marketing is lead generation.
Example: A $5M professional services company wanted to enter a new market.  The problem was they had no marketing.  Using a combination of database work, email marketing, landing page creation and outbound marketing, Next Stage Growth was able to generate 40 new qualified leads with Fortune 500 sized companies and help close $800K in business in six months.

Customer Focused Messaging Case Study:

According to the American Marketing Association, three out of four buyers say they can’t understand how a vendor’s product can solve a problem, and 80 percent of product literature is simply thrown away.  Our Customer Focused Messaging helps organizations move from speeds and feeds to value-based communications for success with clients.
Example: A $160M storage switching company introduced a new product with a “5 Terabit Backplane.”  After success with early adopters, sales flattened.  Analysis by Next Stage Growth showed a lack of understanding on the part of prospective clients as to the real benefits.  Using our Customer Focused Messaging techniques, the product became the fastest-growing in the marketplace, with $20M in first-year sales.

Driving Sales Through Distribution Case Study:

Developing a sales strategy that works is important to your growth.
Example:  A $5M manufacturing company selling through a distribution channel with manufacturing reps isn’t growing sales.  Next Stage Growth finds the key issue is “care factor” – no one cared enough to sell product.  There wasn’t enough margin to increase percentage of commission and no money to invest in new sales people.  We created a strategic alliance with 2 other companies in similar channels that gave the company over 6000 more dealerships and created lift in sales volume.

Increasing Sales by Increasing Sale Size and Targeting Case Study:

Figuring out who to sell is as important as how to sell.
Example:  A $5 million facility services division wanted to grow through increasing the average sale size.  The barriers holding them back were lack of vision, direction, and organization to smartly identify, prospect, sell, and track large potential accounts.  Nest Stage Growth created a dream-list target 100 accounts.  A Target 100 (T-100) account is defined as a prospect that if landed/sold, would contribute significantly (by the size of the sale) to the sales quota, profitability, and association status.  The sales force was focused on these T-100 prospects versus shotgun approach to all 1,500 previously qualified prospects in the database.  After clear and mission oriented training/coaching to approach the T-100’s, the sales force was to gather all business relevant information, identify the decision maker, and conduct an education-based marketing campaign through letters/calls/emails/marketing drops to establish their industry expertise.  Then they proceeded with the sales process of meetings (gather information), presentations (getting the prospect to understand value) and proposals (specific solutions) to close by offering a consultative solution.

The results: The team experienced 5x increase in accounts sold over $50,000 in revenue.  The sales force not only doubled sales two consecutive years, but gained invaluable confidence and experience that propelled continued years of double digit growth.