APPLICATION: Marketing that works with sales to ensure leads are followed up   Direct Marketing and events departments often develop campaigns in isolation, rather than involving sales and channel partners in their planning of programmes. The Marketing Medic encourages sales participation to balance direct mail with targeted training, events and incentives so that lead development and follow up tactics are successful.

Model Case : Telecom is Hot! and Chilli-Man competition

Challenge: Build revenue by generating a prospect pipeline and sales involvement to capitalise on leads for a newly formed team of analysts specialising in Telecoms sector research.

Solution: Creation of ‘Telecoms is Hot!’ campaign with tools created for audiences both of sales internally and prospects externally. To support the internal, ‘viral’ promotion and training, we created a ‘Chilli-man’ character and costume - filmed in a variety of company locations. We then ran a company-wide competition for the best employee chilli photo’s.

Results: Successful launch of group and ‘fastest growth’ recognition for new product sales. The competition entries still raise a smile to the team!

Model Case : New Year Software campaign and incentive

Challenge: Kick start early year sales activity for a product group, building awareness and measured activity to increase tactical revenue generation.

Solution: Development of integrated product training, viral communications and promotion with ‘St Valentines Day’ themed sales incentive events for US and EMEA teams.

Results: $5.7M of revenue generated in 47 days and significant awareness generated globally by the sales incentives to both Chicago and Sicily. 100 fold ROI as measured by sales revenues generated in first 90 days.