Local branding agency Pivot Marketing needed to shorten their sales cycle and improve profitability.
Pivot Marketing of Indianapolis president Jenn Schimmelpfennig used to spend her nights and weekends preparing proposals, often for prospects who never had any intention of doing business. It was exhausting and frustrating – and it hurt the bottom line.
As a small shop with a lean staff, Pivot alternated between periods of selling new business and servicing existing clients, which created cash flow challenges and often left Jenn and her team chasing every lead, including the unqualified ones.
Without a defined process, the Pivot team unwittingly often resorted to unpaid consulting, providing answers to prospects’ questions free of charge, and thereby minimizing their chances of securing business investments from potential customers.