Overcoming the challenge of slow sales to accelerated growth
Client impact
Sales increased exponentially almost doubling assets under management.
A 50% resource efficiency in the number of appointments managed.
Elevated the brand by promoting the company’s products and unique value consistently across platforms.
A 40% lift in response rates brought in more sales qualified leads to be nurtured.
About the client
A Canadian financial institution that specializes in banking products and services to financial advisors, mortgage brokers, and other financial professionals. They focus on areas like loans, mortgages, savings, and investment accounts, aiming to support professionals in servicing their clients effectively.
Backdrop
Sales were beginning to slow down, and the organization was not achieving their annual sales goals. This was driven by a lack of collaboration between sales, product, and marketing teams, which hindered the alignment of strategies.
Problem faced
The sales team was disorganized and uncoordinated with messages in market, lacking the tools they needed to effectively sell their products and services, resulting in inconsistent messaging being communicated to clients. They also lacked a lead generation platform, relying solely on intuitive knowledge of their target audience, then cold calling potential prospects without the benefit of warm leads.
Problem solved
We built a collaborative team that engaged sales, product, and marketing to develop an effective sales enablement program that engaged their audience to sell investment loans and mortgages including:
Deep client research to understand and identify the highest potential advisors and brokers willing to purchase their products and services
A contact management platform that organized the sales team’s leads geographically to maximize time spent on the road creating a 50% lift in the number of appointments they could handle per week
An automated client experience journey nurturing prospects via email to drive education and consideration to the website
A sales enablement program and go-to-market strategy integrating marketing materials, presentations, and sales scripting creating consistent and powerful messaging across the country