Client – Linx Printing / Danaher


Linx

Part of Danaher USA Corporation $13B T/O and market leading provider of printing instrumentation, supplying into wide range of B2B customers. Recruited to introduce new sales structure and process due to decline in sales revenue.


Key Achievements

  • Developed/implemented sales transformation programme to stop decline in Q1/Q2 sales revenue.
  • Introduced new focused approach to sales process/pipeline management.
  • Q3 achieved 32% growth versus  PY Q3.
  • Q4 achieved 45% growth versus  PY Q4.
  • Overall revenue exceeded target, showing a 21% growth versus PY.
  • Q1 forecast for next year and pipeline in line to achieve with top level stretch sales goal of 25% growth.
  • New demand generation (telemarketing) process introduced to drive new sales leads into the pipeline process. New accounts/new leads showing a 29% growth.
  • Developed/Implemented a new focus “go to market” strategies by each region focusing on vertical segment penetration and key account management strategy.
  • Developed/introduced new marketing communication plan to drive brand and customer awareness.

How

  • Transformed sales department by implementing new sales process and best sales practises.
  • Developed/implemented sales transformation programme to stop decline in Q1/Q2 sales revenue.
  • Introduced new focused approach to sales process/pipeline management using CRM and data.
  • New demand generation (telemarketing) process introduced to drive new sales leads into the pipeline process.
  • Developed/Implemented a new focus “go to market” strategies by each region focusing on vertical segment penetration and key account management strategy.
  • Developed/introduced new marketing communication plan to drive brand and customer awareness.
  • Managing, mentoring, and coaching sales teams to deliver results.

For further information please see Case Study: Sales/Marketing Transformation

Clients feedback

The results delivered were beyond expectations driving strong growth in our equipment sales”

FD – Linx Printing

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