Here's What Our Clients Have To Say

"M&Lmarketing has helped us shorten our sales cycle and increase the quality of opportunities in our pipeline."

"Before M&Lmarketing we were not following-up with prospects who expressed interest in our products but were not ready to buy – many of these prospects were lost to competition. M&Lmarketing keeps these prospects engaged until they are ready to enter the sales process."

Some Brief Case Studies

Client #1 – a software and professional services company that delivers enterprise-class workforce management solutions to address the needs of large, complex organizations in both the commercial and public sectors. 

Business Need: our client was experiencing a high number of “missed opportunities,” resulting from unattended leads that were ultimately lost to competition. 

Unqualified leads from trade shows and web inquiries were passed to the sales team for follow-up. The sales team naturally focused their energy on the prospects in their pipeline, and would attempt to contact the new leads as time permitted. If no contact was made after a few attempts, the lead would go unattended. We found that many of these potential prospects did in fact choose a solution with a competitor and our client was not invited to participate in the selection process.  

Solution:  M&Lmarketing was hired to contact, qualify and categorize every lead.  Prospects with a current opportunity were immediately passed to the sales team. All other qualified prospects went through M&Lmarketing’s “nurture process.” When the nurtured prospects were ready to begin vendor evaluations our client was invited to participate, and entered the selection process with pre-established credibility.

Results: M&Lmarketing made contact with approximately 600 clients. About 100 prospects entered our “nurture process;” 34 of these prospects were eventually transferred to the sales pipeline, which resulted in 12 new deals. We have eliminated all missed opportunities and continue to nurture about 60 prospects

Client #2 – a software and professional services company offering integrated solutions for Human Capital Management.

Business Need: our client was a spin-off of a larger organization and had recently launched two new products. They needed to create brand recognition and promote their new offering while building a usable CRM database for future marketing efforts.

Solution:  M&Lmarketing was engaged to contact all leads in order to identify active opportunities while nurturing all future opportunities.  Our “nurture process” was focused on surveying selected executives in order to gain critical market information while creating brand awareness.

Results: we were able to introduce our client to several new opportunities that resulted in new business. The survey information provided valuable insight to customer issues centered around employee recruiting, deployment and retention that fueled our client’s product positioning and marketing focus.  

Client # 3 – a European telecom provider focused primarily on selling voice and data services to carriers and large national accounts

Business Need: our client was interested in growing its customer base in North America without staffing a North American sales force.

 Solution:  because of our telecom experience, M&Lmarketing was engaged as an outsourced sales organization to build the North American client base. We handled all aspects of the sale including prospecting, providing analysis and proposals, negotiating terms and contracts, and assisting our client’s technical team in the implementation process.

 Results: we were able to grow the N. American customer base to meet the objective of the client.  We continue to manage the revenue and profit monthly.

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