Case Studies

Developing and Implementing a Sales Plan
Part of a management team, developing and implementing a sales plan for the launch of a software product that provides a unique solution to digital authentication.

The applications for the product spanned a number of differing market sectors. The key issues were to identify the core markets that would provide the maximum growth with the greatest probability for success, whilst working with limited resources.

The company is now pursuing a clearly identified target market and is building up sales and reference sites that will allow it to either grow organically or go for another round of funding.

Post Merger Management Process
Leading a team of owner directors through a post merger management process into a group business. The outcome of the merger required the company to expand its products and services to a wider range of clients, thus generating the growth expected by the group.

Providing the sales resource to plan and implement a strategy to develop and grow a range of products and services. Undertaking the initial execution of the plan, to win new customers and to provide coaching on key account client management, thus generating additional sales from existing customers.

The key to the sales strategy was the use of third parties and selected partnerships to develop new sales and markets without increasing the core sales team.

Business Development into UK and Overseas Markets
As the Business Development Director (major shareholder), for a South Wales based company, selling into UK and Overseas markets, the following areas of responsibility were undertaken:

• Sales generation from new and existing customers
• Contractual and sales negotiations
• Sales pricing for complete range of products
• Marketing analysis for products prior to sales launch
• Controlled all PR activities: advertising, exhibitions, newsletter, etc.
• Personally conducted key account management

Top