COMMUNICO LTD: MARKETING AND SALES STRATEGY AND IMPLEMENTATION
| Industry: |
Training and Consulting
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| Client: |
Communico Ltd. is a market leading provider of customer service training and strategy for world-class companies. Their clients include well-known brands such as Blue Cross Blue Shield, Pepsi, Morgan Stanley, and dozens of others.
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| Challenge: |
Communico needed a significant, proactive marketing and sales engine to help them increase revenue and profits. Specifically, they needed:
- Differentiation in the marketplace
- Increased lead generation
- Integrated marketing communications
- Intellectual capital development and dissemination
- New service and product strategy
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| Intervention: |
The Wellesley Hills Group approached this challenge by:
- Analyzing the overall marketing and sales processes at Communico
- Delivering marketing and sales plans
- Developing an intellectual capital strategy, which included publishing a book
- Changing the current sales process and strategy
- Implementing robust marketing communications, including direct mail, telephone calls, and a bimonthly e-newsletter
- Redeveloping Communico's website, including new look-and-feel and content
- Partnering with Communico to conceptualize, develop, and market a new e-learning product called MAGIC® Workouts
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| Results: |
The implementation of Wellesley Hills Group's marketing and sales strategies have resulted in:
- Communico's position as a thought leader in their industry. This thought leadership has been attained through numerous marketing vehicles, including the pitching and acceptance of their book for publication by a major business book publisher
- Significantly increased interest in Communico's services through the launch of MAGIC® Workouts. At the first major trade show where Communico showcased Workouts, company sales leaders reported, "five times more traffic, interest, and leads for our services"
- A streamlined sales organization with increasing sales performance
- A successful launch of MAGIC® Workouts, which now generate regular leads for this new e-learning product and for all of Communico's services
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Client Comment
On Strategy and Marketing: "We feel as though the Wellesley Hills Group is the marketing arm of Communico and rely on them just like we rely on any one of our trusted associates. They have facilitated a number of strategy meetings for us, helped us clarify our niche and focus, and helped us penetrate our market more successfully.
On the Website: "We have gotten phenomenal feedback on our website. Clients and prospects have found it is attractive, easy to navigate, and very useful. All of our Relationship Managers go to it for our sales calls over the phone. It also allows prospects to go right to it for internal sales presentations, which we have been told is very helpful... More comments
On Workouts Product Launch: "The Wellesley Hills Group has been an amazing partner on the development and launch of our newest product, MAGIC® Workouts... More comments
On Thought Leadership: "Wellesley Hills Group has been instrumental in helping us develop a thought leadership position in the writing of our MAGIC book How to Talk With Customers... More comments
Overall: "The bottom line for me is that the team at Wellesley Hills 'gets it.'... More comments
- Sandy Wilder, President, Communico Ltd.
