Challenge: Improve lead generation and become recognized as a reputable, highly knowledgeable firm. Differentiate in a very competitive marketplace.

Fifth Element Solution: Developed a custom program based on the Alchemy of Success™ process. Created a unique and compelling value proposition that reflected the client’s goals and capabilities. Redefined prospecting process and lead generation program. Defined key metrics with senior management. Implemented a long-transformation program that included: sales skills training, one-on-one coaching, field work and mentoring, and electronic follow-up and refresher program.

Results: Increased new leads by 43% without increasing costs. Increased closed deals by 21%, increased size of average transaction by 14%.

International Heritage Tourism Organization
Client Profile: Tourism group aims to become an unrivaled tourism destination for a variety of national and international interest groups and markets.

Challenge: Consolidate the multitude of stakeholder and communities’ efforts around a unified brand identity in a successful, strategic marketing and implementation plan that will help build awareness of the unified region, generate tourism, and create a positive experience that aids in the economic revitalization of individual communities.

Fifth Element Solution: Secondary research review, development of the regions unique and compelling story; workshop sessions and interviews with key stakeholder groups to create a share vision for the implementation of the marketing efforts.

Results: Developed and delivered a clear, comprehensive, and dynamic strategic marketing and implementation plan designed to address the multitude of target audiences and also guide stakeholder groups on how to market the region in a fresh, innovative and professional way.

Telecommunications Service Provider
Client Profile: Well-established telecommunications service provider was introducing a new product targeting mid-size to large corporations. Historically, new product launches have experienced very disappointing results.

Challenge: Prepare the sales and sales support staff to effectively sell the benefits of the products (vs. selling the features).

Fifth Element Solution: Refined the product’s positioning as an ROI-based solution. Established a value proposition that included additional services and an ROI component. Developed job aids and proposal templates to articulate the value proposition. Delivered product/sales training with emphasis on solution-based selling techniques. Worked with sales force in the field, focusing on strategic opportunities to coach/mentor and help close.

Results: Exceeded 90-day and 120-day launch goals by 40% and 53%, respectively.

Networking Hardware Manufacturer
Client Profile: Equipment manufacturer of networking hardware was experience revenue erosion due to soft demand and a highly competitive environment. Product line was of higher quality and, therefore, higher cost.

Challenge: Sell a higher-priced product to a consumer with a commodity mindset.

Fifth Element Solution: Created a unique value proposition that focused on the total cost of ownership (TCO) over a three-year duration. Included a wide range of additional services such as on-site service, 24x7 support, pre-configuration, etc. Shifted the buying decision from a hardware purchase to a business partnership that will reduce downtime and internal support. Implemented a sales training and transformation program to shift the sales approach from hardware vendor to solution partner. Worked in the field to coach and support the sales team.

Results: Dramatically increased market share and profitability. Stopped revenue erosion and established a growth path.