Field research, sales improvement and positioning work aimed at two specific outcomes: close rates and referrals.
LifeSource wanted to improve two specific sales outcomes: close rates and referrals.
I interviewed leadership and salespeople, joined field ride-alongs, mystery-shopped the buying experience and studied customer messaging and competitors. That work informed changes to sales training, pitches, positioning, collateral and broader creative strategy.
A more coordinated approach to communicating the company’s value, and new tools for salespeople to use in the field.
A new sales approach is in pilot, with results still being evaluated.