Consulting Overview & Case Studies
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Selling Strategies assists organisations to improve results quickly and efficiently. Our clients include large corporations, not -for-profits, entrepreneurial high-growth firms, government departments and the education sector.
Our expertise is sales performance through business development, marketing & leadership development.
Our Philosophy
Our approach is centred on making things happen. What are the key issues, what are the obstacles and how can they be solved now. We ask clients to think big and then we work out the plan forward to make it happen.
Our Team
Selling Strategies has a number of consultants and associates who each have expertise in the various areas of sales, marketing and leadership performance. We work on the adage that the task determines the team and only select the team and committ to any project once we have met with the client and discussed their needs. This allows for the best possible result for the resources available.
Case Studies
Below are some examples of the work conducted by Selling Strategies and listed according to their industry, scope of engagement and key objectives achieved. This is not an exhaustive list, it is intended only to provide some examples of our capabilities.
Professional Sales Skills
Media – Sales Training Program
Objective: Develop Nationwide Media Sales Team Professional Selling Skills
Selling Strategies and its partners were contracted to develop and deliver a training and professional development course over six months to 800 sales staff and move them from having only a transaction based relationship with customers to being a trusted provider professional solutions for customers.
The program put together with key partner Bill Lang International involved the roll out of the Professional Media Consultant™ over a period of several months backed up with monthly podcasts, competitive updates and weekly e-bulletins to reinforce key learning’s.
"Thank you for visiting the San Diego division, I heard many positive comments from attendees thanks for the great work."
Stu Schaffer - Business Development Printer Division Hewlett-Packard
Sales & Presentation Skills
Entertainment - Madman Entertainment
Objective – Develop and deliver a unique presentation and sales skills program
Madman Entertainment are one of Australia’s fastest growing young companies with the majority of the sales team under 25. As Madman’s sales and product line grew its passionate young team needed to develop presentation skills and major account selling skills to take the business to the next level.
After reviewing a number of regular training organisations Selling Strategies International was selected to develop a version of its Power Presentations™ program for the young and edgy Madman team. The customized program brought out their passion for the company yet provided a confident selling style that each of the participants could use to suit their own styles and product lines. www.madman.com.au
Internet Marketing Strategy
Education – Swinburne University
Objective: Drive prospective students to engage with Swinburne outside of Open Day and print advertising and build relationships
In 2005 Swinburne University in Melbourne engaged Selling Strategies International to write a web marketing strategy document for the University. The recommendations included web sites separate to the Swinburne University home site where potential students of all ages could find out what Swinburne was all about. This site allowed these prospective students to hear from senior academics and hear from current and past students.
A second site was recommended that focused on what it was like to be a student at the various Swinburne campuses and to get a feel for what amenities were close by and what was on offer at the various locations.
In late 2006 Selling Strategies International was re-engaged to project manage the content strategy with the web site developers Volume New Media (www.volume.net.au)
The two new web sites are www.startswinburne.edu.au and www.experienceswinburne.edu.au
"Thanks you so much for your support, your enthusiasm and your can do attitude. We really enjoy working with you"
Swinburne University Corporate Marketing
Strategic Marketing Planning
Finance – Interlease Company Pty Ltd
Objective – Develop a marketing strategy to raise the brand profile and deliver sales leads
Interlease a 30 year plus provider of commercial finance in Australia wanted to break through to the next level of revenue and profitability and provide a growing company with additional career options for its existing team of consultants and support staff.
Interlease engaged Selling Strategies International and its partners to conduct a review of the business and provide a sales driven marketing strategy forward.
This review identified key clients, influencers and referral partners for Interlease and Selling Strategies International provided a communication plan for these groups.
In addition Selling Strategies International developed a marketing plan and new marketing materials including online, pr and advertising strategy designed to maximize the return from all marketing spending. www.interlease.com.au
"Interlease needed was more quality sales leads not more leads which traditional advertising was delivering. Interlease working with Selling Strategies set down to analyse where its highest quality leads were coming from.Once this was done it segmented its database into three key groups and designed marketing materials tailored to the unique needs of these three segments and educational guides about commercial finance to assist these segments with a better understanding of what can be a confusing area.The result has been an increase in response from the three key segments, a better understanding of what Interlease can offer in the market place and strong high quality sales leads.”
Andrew Sutherland Director Interlease Company Pty Ltd
Strategic Brand Development
Manufacturing
Objective: Provide a review of the current brand health and provide a direction forward
A global manufacturing company engaged Selling Strategies to review a core area of its business in order to position it for growth.
The business was already world class in terms of supply chain management, financial systems, product quality and distribution however it felt it was underperforming in the area of marketing.
Selling Strategies International conducted a review firstly of the business financials to determine the most profitable product lines and also conducted consumer and trade discovery sessions globally in their key markets to determine how these groups felt about the brand.
These sessions combined with an internal review and a facilitation session with global managers led to the development of a brand essence for the business.
This in turn led to the development of a new brand and marketing strategy supported by all the key managers.
Customer Engagement Strategy
Directories – Sensis – SME Marketing Resource
Objective: Cost effectively increase Sensis relationship and brand reputation with small to medium business.
Sensis part of Australia’s largest company Telstra and the company mostly widely known for its premium brand portfolio of Yellow, Whitepages, Citysearch, Trading Post believed their major spending on major awards and the like was not giving them engagement with small business owners.
They engaged Selling Strategies International to clarify what would best suit the needs of these busy small business owners. The result was a book called “Small Business, Big Opportunity - Winning the right customers through smart marketing and advertising” written by Selling Strategies International’s Rob Hartnett and edited and published by Sensis and a companion web site www.smallbusiness.sensis.com.au
The book has been widely accepted across Australia and has received wide press coverage and Sensis have shipped over 100,000 copies in just 12 months making it a best seller.
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