{"id":53707,"date":"2020-06-20T04:41:57","date_gmt":"2020-06-20T09:41:57","guid":{"rendered":"https:\/\/imjusticemarketing.com\/blog\/?page_id=53707"},"modified":"2022-02-15T03:02:07","modified_gmt":"2022-02-15T08:02:07","slug":"case-studies","status":"publish","type":"page","link":"https:\/\/imjusticemarketing.com\/blog\/about-me\/case-studies\/","title":{"rendered":"Case Studies"},"content":{"rendered":"

IMJustice Marketing Case Studies<\/span><\/span><\/h1>\n

 <\/p>\n

What I want to get across here with these IMJustice Marketing Case Studies, is the fact
\nthat although my case studies may be a bit flat and boring. These are from real businesses
\nand real people who have actually implemented the information I shared with them during
\nmy Coaching sessions. These are real people with real lives and real problems. As my
\ndisclaimer though, I did have some help from more accomplished Coaches and Experts
\nat times. I am not a know-it-all! And want to provide the best to others when possible.<\/span><\/p>\n

Besides talking to Small Business Owners every day, once in a while, I get lucky <\/span>to work
\non a project (for decent pay too), that is a bit more complex \u2026 And at times, <\/span>unorthodox \u2026
\nBut, I am always humbled by the fact that I am asked to help \u2026 There <\/span>have been times
\nwhere I could not, and found someone that could, or eventually <\/span>just\u00a0walked away \u2026<\/span><\/p>\n

So, I hope these are interesting to you \u2026 I never give names because I am against
\n<\/span>that for several reasons \u2026 But I remember these through the years to try an <\/span>offer my
\nversatility and competence \u2026 Also, on my Strategic Marketing website<\/a>, I have 7 different
\n<\/span>Case Studies there, if you might be interested in reading more \u2026 Thanks for visiting!<\/span><\/p>\n

 <\/p>\n

IMJustice Marketing Case Studies<\/span>:<\/span>
\nA Product Launch A.I. Generated Funnel<\/em><\/span><\/h2>\n

 <\/p>\n

One of my A.I. funnel-creating software’s made this company a whopping
\n$325,000 in revenue for their New Product Launch! Amazing!<\/p>\n

They created a very good and powerful product for their industry that promised to
\ntransform the way a business would handle their inventory. They were planning to
\nlaunch this revolutionary product but was not sure how to do this without failing.<\/p>\n

I recommended the use of a product launch sales funnel instead of creating a
\ntraditional product website, like most are accustomed to. The reason was simple\u2026
\nThe website would have too many exit points, internal navigation and distractions.
\nThat would lead to users bouncing from one page to other internal pages, and
\nultimately leading to poor conversions. (They actually had experienced this
\nsimilar situation for other products of theirs.)<\/p>\n

And that\u2019s why I thought of using a product launch sales funnel, where I\u2019d take
\ntheir prospects from a series of choices in the product launch, with highlighting
\nall of the many benefits, and then offering some upgrades (Up-Selling) …<\/p>\n

I decided to use a separate sales page with no navigation\/exit points but only
\nproduct details, an explainer sales video and a high-converting sales page copy
\ntargeted to solve the exact pain points of our prospects. (hot buttons) …<\/p>\n

In only 7 days of product launching our this sales funnel, they were able to
\n(hold your breath) generate a whopping $325,000+ in revenues …<\/p>\n

What did we learn from this?<\/strong><\/p>\n

A perfect product launch sales funnel converts 4X more than a traditional
\ncorporate website. And how did a funnel help in multiplying their profits? Because
\nwe were able to take their prospects from a specific sales journey where we
\nshowed them a series of product launch offers catering to their needs \u2026 Plus,
\nwe restricted their attention to the pain points they were facing and the solution
\nthat was going to solve their problems … Very cool!<\/p>\n

 <\/p>\n

IMJustice Marketing Case Studies<\/span>:
\nCritical Sales Performance Indicators<\/em><\/span><\/strong><\/span><\/h2>\n

\u00a0<\/strong><\/p>\n

This particular client only hired me for a 2-month period \u2026 But, I thought it was
\nworthy of discussing because of the content and relevance to performance \u2026<\/strong><\/p>\n

The Situation<\/strong><\/p>\n

A Technology Training Company was getting ready to do an IPO in a fairly warm market.
\nGrowth and market positions were right where they wanted to be. The IPO got delayed,
\nhowever, and the company’s revenues started to slip. Then, they were referred to me.<\/p>\n

Analysis<\/strong><\/p>\n

The problem the company didn’t recognize was that an IPO takes a lot of time and energy
\naway from the normal routine of running a business. In addition, they were not looking at
\ntheir early sales performance indicators, which would had identified a decline in sales
\nearly enough to take corrective action with little or no negative consequences.<\/p>\n

Changes Made<\/strong><\/p>\n

Unfortunately, the CEO had asked other Business Coaches for only a little Consulting in
\nhis early IPO preparation days and had not used any on an ongoing basis. At the early
\nstage, he had help to define some early sales performance indicators. But the CEO had
\na sales VP who chose to ignore the advice, and the CEO failed to hold the sales VP
\naccountable. If he had, the CEO would have spotted the problem months in advance!<\/p>\n

The Conclusion<\/strong><\/p>\n

The IPO was delayed, the company’s revenues dropped significantly, which now made
\nan IPO impossible. Not surprisingly, the IPO never happened. Instead, the company
\nwent bankrupt and was dissolved a short time later. I offered to help!<\/p>\n

To help illustrate this, think of a dashboard in an airplane cockpit. The pilot in the cockpit
\nmust always look at all the different gauges and make constant adjustments to reach the
\nairplane’s destination. If this happens in business, you won’t know you have a problem for
\nfour months, and then it will take another six months to ramp back up. That is like waiting
\nfor your car to run out of gas before doing anything about it.<\/p>\n

 <\/p>\n

IMJustice Marketing Case Studies<\/span>:<\/span>
\n
\nLittle Guy vs. Big Guy<\/em><\/strong><\/span><\/h3>\n

 <\/p>\n

The Situation<\/strong><\/p>\n

A small software company was selling to a large international prospect that was covered
\nby a team of 40 IBM sales reps. The small company’s CEO knew that they had better
\nproducts and could turn this into a lucrative account if they could get to the right people
\nand make an initial sale. And yet they asked me!<\/p>\n

Analysis<\/strong><\/p>\n

The company had the right talent and mindset. The company did have better products and
\na powerful implementation process – but no name recognition – so it was going to take some
\nhard work to get in, let alone land a deal. But they had good testimonials and some impressive
\naccounts already. If they were willing to be patient and work smart, they could get it done.<\/p>\n

Changes Made<\/strong><\/p>\n

The first thing I did was a little homework to determine where IBM’s weaknesses were
\nand how the company’s strengths compared. Next, I identified the people and positions
\nat the prospect where I thought they could have the most impact. We devised a plan of
\naction to reach out to them and request a meeting or a video chat …<\/p>\n

The Result<\/strong><\/p>\n

It took 9 months, but the company was able to land a first, small deal with the prospect.
\nThe project finished ahead of schedule and was the smoothest project in the international
\ncompany’s history. It went so well that the value expectation was exceeded, and the
\ncompany was given another small deal. And others followed …<\/p>\n

The Common Mistake<\/strong><\/p>\n

Most companies focus on the transactions, instead of client value. Not every company
\ncan do what this company did. But because they had a good product, a great strategy,
\na fantastic implementation process, and with being open-minded, they were able to slay
\nthe goliath IBM!<\/p>\n

 <\/p>\n

IMJustice Marketing Case<\/span> Studies<\/span><\/span><\/span>:
\nPromoting Top Rep to Sales Manager<\/em><\/span><\/strong><\/span><\/h2>\n

 <\/p>\n

The Situation<\/strong><\/p>\n

A software company was experiencing eroding market share, tougher competition,
\nand a slipping value proposition. The company had invested heavily in different kinds
\nof sales training, including sales tactics, major account planning, and how to talk with
\n“C”-level executives. However, 75% of the salespeople were missing their quotas
\nand sales were flat. The Sales VP was looking for a way to boost their numbers.<\/p>\n

Analysis<\/strong><\/p>\n

I conducted an evaluation of the sales management team, focusing on their sales process,
\nsales activity, pipeline, accountability, coaching, and sales management skills. I discovered
\nthat most of the sales managers had been top-performing reps who were promoted into
\nsales management. They had never been given the skills, tools, or clear expectations of
\nwhat was necessary to do their job.<\/p>\n

Changes Made<\/strong><\/p>\n

I suggested a custom sales training program to teach the science of sales. The philosophy
\nbehind this is that sales are like a factory with consistent predictable results when run
\nproperly. We installed a program to get the sales team to step up or be weeded out.<\/p>\n

The Conclusion<\/strong><\/p>\n

Within thirty days, the weak performers did weed themselves out, as expected. The others
\nstepped up in varying degrees, with about 5% doing exceptionally well. In the next 6 months,
\noverall sales went up 27%. One of the two most costly mistakes a company can make is to
\npromote its top sales rep to sales management. Statistics show that 82% of top producers
\nwho are promoted into sales management go back into sales at another company within
\n18 months. This is like taking your top-scoring basketball player at the height of the season
\nand making them the team coach.<\/p>\n

 <\/p>\n

IMJustice Marketing Case Studies<\/span>:
\nBest Practices<\/em><\/span><\/strong><\/span><\/h2>\n

 <\/p>\n

The Situation<\/strong><\/p>\n

A technology company with worldwide offices was seeing the size of its average deal
\nslip. Also, its enterprise-wide licenses worth $1,000,000 or more had all gone away.
\nCompany morale was dropping and senior reps were starting to leave. The Sales VP
\nknew the situation had to change or the company would need to downsize.<\/p>\n

Analysis<\/strong><\/p>\n

I sought some assistance with this one from a couple of experts I know, and we took
\na close look at the company’s value proposition, target audience, competition, sales
\nprocess, and pricing strategy. The company had a best practices group that had put
\nsome tools together but had not rolled them out yet.<\/p>\n

Changes Made<\/strong><\/p>\n

Working with the best practices group, my little Mastermind Group put together a 3-day
\ntraining workshop, which was to be delivered throughout North America. The focus was
\non how to talk with an executive and how to determine the value proposition and pricing
\neffectiveness. The workshop was rolled out in two phases, with sales managers going
\nthrough the training first and the sales reps next.<\/p>\n

The Conclusion<\/strong><\/p>\n

The company’s average deal-size went up an additional 15% as a result of selling a total
\nsolution-combining technology, professional services, and training. The number of enterprise-
\nwide deals worth $1,000,000 or more went from zero to sixteen in 12 months. Very impressive!
\nAnd when learning from the world\u2019s most successful Business Coaches and Marketing Experts,
\nI am in great hands! The company had a well-trained senior sales force, but they had gotten
\naway from the fundamentals and it reflected in their top line. We fixed that.<\/p>\n

 <\/p>\n

IMJustice Marketing Case Studies<\/span>:<\/span>
\nNot Selling the Whole Solution<\/em><\/strong><\/span><\/h2>\n

 <\/p>\n

The Situation<\/strong><\/p>\n

A medical-equipment company with a good product was thriving. The company was
\n#1 in the market, but its service revenues were down because its reps were selling only
\nthe equipment and initial training. Their service revenues were the most profitable aspect
\nof the business and they couldn’t afford to let the trend continue. The problem was
\ncompounded by a 3rd-party service company making a play for their customer base.<\/p>\n

Analysis<\/strong><\/p>\n

The company had provided additional training to educate its reps on why selling service
\nwas so important. Also, they had instituted a bonus program to encourage more service
\nsales. They weren’t seeing an increase in service sales quickly enough, however.<\/p>\n

Changes Made<\/strong><\/p>\n

What the company really needed to do was make a change in sales culture and
\nreplace under-performing sales reps. There were too many of them, however,
\nand time was short. So, what we agreed on was to put in a team of what I called
\n“quality control managers”. Their job was to follow up on equipment orders within
\ntwo days of the order by contacting the client directly. They asked the typical
\nquality-control questions, but also asked the clients why they had not purchased
\nthe service package. In addition, they educated the clients on why the service
\npackage was so critical and gave them an incentive to purchase it as an add-on.
\n(Up-Selling, Cross-Selling, Down-Selling) … I discuss this until I am\u00a0blue in the face.<\/p>\n

The Result<\/strong><\/p>\n

In the following 12 months, they sold an additional 57% in five-year service agreements.
\nSome under-performing sales reps with minimal impact on revenues were replaced.
\nMany companies don’t define the responsibilities of sales reps or hold them accountable.<\/p>\n

 <\/p>\n

IMJustice Marketing<\/span> Case Studies<\/span><\/span>:
\nMore Funding for a Portfolio Company<\/em><\/span><\/strong><\/span><\/h2>\n

 <\/p>\n

The Situation<\/strong><\/p>\n

A Venture Capital firm had a portfolio company requesting another round of funding.
\nThe company’s results to-date had fallen short of expectations. They were wondering
\nif they should put more money into the business and what would need to happen in
\norder to achieve the expected ROI.<\/p>\n

Analysis<\/strong><\/p>\n

I performed an Audit that focused on the company’s history, market, product\/services,
\nbusiness-capture process and sticking points, sales indicators, pipeline and forecast
\nreports, specific deals, and people. It was clear that some issues existed, but the company
\nhad a sales manager who was simply very good at what he did … I was impressed …<\/p>\n

Changes Made<\/strong><\/p>\n

I provided them with a standard report so that everyone knew where the business stood.
\nAlso, I suggested that the Board leverage their contacts, when appropriate, to expand the
\nbusiness and help close larger deals. I recommended against changing any of their sales
\nforce for 6 months because the salespeople were doing all the right things. They changed
\ntheir sales practice to tighten each step of the process and used presentations to move
\nthe sales forward instead of just educate the client. I taught them how to “ask for the order”.<\/p>\n

The Conclusion<\/strong><\/p>\n

Today, the company is number one in its market with over two hundred Fortune 500 clients.
\nThey also are exceeding their business plan. It took a bit longer, but it was very rewarding.
\nWhen sales organizations miss their projections, the inclination is to make changes. But
\n70% of all CEOs lack any sales experience so they don’t know if they have the right people
\ndoing the right things or what changes to make. The question becomes: What are the right
\nchanges to make for maximum results? In this case, an outside opinion was the answer.<\/p>\n

 <\/p>\n

 <\/p>\n

\"IMJustice

There are many case studies to speak of, but these hopefully give you some insight<\/strong><\/p><\/div>\n

 <\/p>\n

 <\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

IMJustice Marketing Case Studies   What I want to get across here with these IMJustice Marketing Case Studies, is the fact that although my case studies may be a bit flat and boring. These are from real businesses and real people who have actually implemented the information I shared with them during my Coaching sessions. These are real people with […]<\/p>\n","protected":false},"author":3,"featured_media":0,"parent":676,"menu_order":2,"comment_status":"closed","ping_status":"open","template":"","meta":{"footnotes":""},"_links":{"self":[{"href":"https:\/\/imjusticemarketing.com\/blog\/wp-json\/wp\/v2\/pages\/53707"}],"collection":[{"href":"https:\/\/imjusticemarketing.com\/blog\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/imjusticemarketing.com\/blog\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/imjusticemarketing.com\/blog\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/imjusticemarketing.com\/blog\/wp-json\/wp\/v2\/comments?post=53707"}],"version-history":[{"count":5,"href":"https:\/\/imjusticemarketing.com\/blog\/wp-json\/wp\/v2\/pages\/53707\/revisions"}],"predecessor-version":[{"id":54307,"href":"https:\/\/imjusticemarketing.com\/blog\/wp-json\/wp\/v2\/pages\/53707\/revisions\/54307"}],"up":[{"embeddable":true,"href":"https:\/\/imjusticemarketing.com\/blog\/wp-json\/wp\/v2\/pages\/676"}],"wp:attachment":[{"href":"https:\/\/imjusticemarketing.com\/blog\/wp-json\/wp\/v2\/media?parent=53707"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}