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Case In Point
When you want to create a lean, mean, education selling
machine.
This newly-appointed customer education sales manager inherited
an austerity budget and a stretch revenue goal. But, rather
than renegotiate or offer excuses, he determined to make the
most of the resources he already had.
FUSION identified an opportunity
to more than double catalog promotion circulation and frequency
through savings in paper, printing and postage costs alone.
We singled out the course offerings and customer segments
that offered the most revenue upside. And suggested sales
campaigns and programs to exploit them.
We proposed upgrading the jobs of public course registrars
to include enrollee upsell responsibilities.
We recommended concentrating the efforts of scarce field
sales resources on selling high-ticket annual purchase agreements
to high-potential accounts.
At year end, our client was pleased to find that he had not
only achieved the impossible growth budget but exceeded it!
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