Logistics Provider: How our Interim Go-To-Market Manager delivered sales growth

 

2016

Interim management: Go to Market Marketing

 

Situation:

Large logistics player with ambitious business growth goals. Goals requiring marketing and sales to find new customers and cross-selling existing ones. The player had a gap in its marketing team to lead the go to market marketing activities.  Sales teams needing quickly additional sales leads to pursue.

Approach:

Provided qualified Go-To-Market marketing interim resource from Minds&More, and completed the following:

  • Analyzed the current situation including reviews with product marketing, sales, MARCOM.
  • Developed a Go-To-Market plan to promote the product portfolio and innovative solutions for the B2C market.
  • Create a funnel plan with specific sales and marketing activities.
  • Executed integrated activities to position the offering and create interest.
  • Put in place activities to generate qualified sales leads that sales could pursue.
  • Defined the sales leads needed and what was the ideal prospect profile to target
  • Managed the go to market campaigns and involvement of different team members and agency.

Impact:

  • Obtained double digit sales growth in the B2C segment
  • Sales team achieved new source of leads
  • New client logos and case studies
  • Re-positioning the offering and new solutions
  • Built capabilities of the team she managed
  • Positive endorsement from the client team

 

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