The organization required a significant growth in new customer sales in order to maintain organic sales growth. They were lacking a robust business model and they felt they needed to reduce their reliance on one or two big customers.
Leading Edge Group introduced a scientific Lean Marketing approach, which allowed the client to understand its customers, its own business model and how to access new markets in a structured manner. They trialed the method through an e-Shot campaign and it proved that the sales team is more efficient when they follow a targeted approach.
The client saved €4000 on productivity improvement and a further €10,000 was gained in new sales. The process which was introduced is now standard practice for the sales team in terms of new sales and their productivity has increased 75%.