The client was the world's first voice messaging service bureau. Sales
to Fortune 500 customers were generating cash flow, but no profit.
Multiple programs to reach target mid-sized companies had failed. With
venture backers growing anxious and a national switching network to
amortize, the client needed rapid improvement in prospect
identification, lead qualification and applications selling
- Identify improved applications
selling techniques through assessment of current customer
- Improve lead qualification through
better understanding of prospective customers business
- Develop better prospect
identification methods through evaluation of low usage and
- Identified and implemented 6 new
applications selling concepts, 4 new lead qualification techniques
and 2 new prospect identification methods.
- A new advertising and publicity
campaign was developed incorporating testimonials and success
stories to capitalize on the extraordinarily high degree of
customer satisfaction revealed in TMI focus groups.
- An 800 number was added to increase
key prospect response to promotional programs.
- An existing trial program was
eliminated, improving cash flow and stimulating new customer
- Profitability was quickly attained
and the firm sold within a year to a Bell operating company.