You’ve hired, and fired sales people. You’ve hired sales managers, and fired them, too. You’ve tried mail programs, and telemarketing. Still, sales results have never quite gotten to a point where you’ve achieved consistent, purposeful, and predictable growth.
Or perhaps you have a new business serving new products to new markets, requiring a new sales mindset — something different or just more than what your sales teams can do. So you need some additional sales heft to help jumpstart your new strategy.
Lazorpoint’s Sales EngineSM can help you discover what constitutes a superior experience in the eyes of your customer. And nothing builds growth momentum faster than a growing slate of satisfied customers.
Our Sales Engine brings together the people who can identify and construct your sales process. Once we’ve customized and perfected your Engine, we transition it back in-house for implementation when and if the time is right for you.
The Sales Engine Team galvanizes around the expert guidance of a “market scientist” skilled at both the art and the science of making sales work on purpose.
The first step in the process takes you through the “day in the life” experience where we gain the customer insights needed to make confident decisions about how and where to focus the sales efforts. Once we understand who to target, the process is tested, evaluated, and continuously monitored until it begins to yield significant and predictable sales results.
Then the Engine is staffed, built, and implemented to drive sales purposefully, consistently, and predictably. When the process is perfected and the organization is ready, the Engine is transitioned back into the organization where it works most productively and cost efficiently.
VoCare Inc.
VoCare Services Inc. is a successful managed care and employer benefits cost reduction specialty business recognized as among Ohio’s fastest growing companies. After years of growth fueled by changes in the Ohio workers compensation system, VoCare found its sales had peaked as the Ohio system’s evolution stabilized.
VoCare instituted a variety of sales-driving initiatives, but found sales not growing at the rate of some of its very aggressive competitors. It teamed with Lazorpoint to help.
Lazorpoint began by talking with an assortment of customers, prospects, and other industry players, as well as with VoCare employees, to understand better the “customer experience” in the industry, and how to improve it. Coupling that insight with other objective research, Lazorpoint Growth facilitated management team discussion to help it articulate its richest focus.
Then Lazorpoint created a sales engine with targeting, profiling, telemarketing, sales dialog, marketing communications, and mail nurture specialty personnel to attack the markets and to communicate the messages identified. Lazorpoint personnel structured the messages, the scripts, the presentation storyline, etc. to drive day to day sales by our people on VoCare’s behalf.
The result: New deals at a rate of more than one per day. Sales growth in year one of nearly 50%. Net income profitability results in year one nearly 3 times the cost of our engagement. Growth in the top-three on every dimension versus competitors. A new portfolio of market communications including website, collateral, etc. A market survey exploring key issues important to customers and providing baseline for dialog with new customers. The beginnings of a sales culture and sales training for the company.
