A long standing manufacturer of produce had reached a growth plateau at 1M. Their previous unique positioning no longer existed due to an increased copetitive landscape.
The sales pipelines previously built on friendly relationships was facing the strain of increased competition.
What was the ground work?
We evaluated customer data to identify groups based on buyer behaviour. In doing this we identified a need to increase customer loyalty and regularity of purchase. We also identified an ideal customer profile to help to break through the 1M plateau.
To secure growth within our ideal customer profile, we needed to re-establish a unique positioning for the product and we needed an improved process for the sales pipeline.
This led to a collaboration between sales and marketing to focus these 2 aims.
After testing and improving our approach we achieved an increase in loyalty of current customers and growth from new customers matching our ideal customer segment. We saw the following changes in revenues.
Commercial Growth Specialist
