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Consulting Success Stories |
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The following success stories, and client references come from my work as a Sales Consultant. Please read on to learn what my clients had to say about working with me, and feel free to call them for a direct reference.
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Client Reference: "We are very grateful for the consultations we have had with The Steady Sales Group. Sheldon has helped tremendously to get us focused on the priorities at hand and allow us to grow in a much more profitable manner. We look forward to a continued relationship!" Jim Crickenberger, President. (413) 565-5180 Client: MoneyWise Solutions Sales and Marketing Challenge: MoneyWise Solutions had experienced double digit growth quarter after quarter after quarter since August 2001. Business was booming and so were the demands on the Sr. Management Team. Consequently, the creation and documentation of fundamental processes was being neglected. Repeatable systems of success were not being captured, resources were focused on keeping up rather than building strength, and the lifeblood of the business — the originators — was suffering from neglect. Client Reference: "We are very grateful for the consultations we have had with The Steady Sales Group. Sheldon has helped tremendously to get us focused on the priorities at hand and allow us to grow in a much more profitable manner. We look forward to a continued relationship!" Jim Crickenberger, President. (413) 565-5180
Client: Dr. Sue Keller — Strong and Healthy Smiles Sales and Marketing Challenge: Dr Sue Keller is a brilliant practitioner with technical expertise unrivaled in her marketplace. With a solid reputation and a loyal client base, Sue made a major shift in the type of clientele she sought, and the procedures she wished to focus on. Her challenge was essentially to re-brand the office, and artfully launch a new series of marketing initiatives focused on a well defined niche. Client Reference: "Working with Sheldon at The Steady Sales Group means having a business partner who brings both substantial experience and vision outside my professional expertise. He has great ideas, but more importantly, he inspires me to improve my own ideas. Sheldon takes the time to understand what I'm looking to accomplish and helps me plot a course to get there. Then he stays on board to help navigate and to help work the lines when needed. I also appreciate his emphasis on cost-effective marketing that is creative and memorable. Because I've learned I can't do it all myself, I'm glad to have Sheldon on board my journey to business success." Dr. Sue Keller, Owner. (413) 773-9274
Client: Dr. Binca Warren, DDS — Northampton Family Sales and Marketing Challenge: Dr. Binca Warren has built a comprehensive dental practice in part by combining her deep compassion for patients and a solid commitment to professional development and modern technology. She employs a staff of 5 professionals and regularly spends time gathered to discuss possibilities for continuous improvement in the office. Often new policies, procedures, or initiatives result from such gatherings. However, a frequent challenge is the fact that these undertakings often fall by the wayside and staff sometimes reverts to old ways of doing things. Dr. Warren was convinced that her staff could do a better job at consistently rolling out the red carpet for her patients so that they would repeat and refer more often. She hired the Steady Sales Group to develop a training program that the staff could get behind and more importantly -stick to. Client Reference: Dr. Binca Warren, DDS. (413) 584-2902
Client: Thinkfit Sales and Marketing Challenge: Leading a ten-year-old company that was almost always struggling to the next milestone, ThinkFit Owner Paul Widerman accomplished an amazing amount with very limited resources. But huge opportunities that never fully materialized, glowing press coverage that couldn't be leveraged, and periodic brinksmanship left Paul wondering what he could possibly do differently. It turned out just a few things – and those made a world of difference. Client Reference: "I highly recommend The Steady Sales Group to anyone that really cares about their business. Sheldon came highly recommended, and in a few short conversations I realized he would more than live up to the recommendation. Sheldon was particularly adept and sensitive to the issues at ThinkFit of blending Art and Business and maintaining our mission. We decided to have a daylong seminar at ThinkFit. Sheldon’s insights and preparation for the meeting were on target and enormously helpful. He was there in our corner through a delicate period of growth where many factors had to be balanced. Sheldon immediately grasped the situation. He handled it gracefully and competently helping to navigate a new path." Paul Widerman, President. (845) 626-7710
Client: Global Routes Case: As a nationally respected non-profit, Global Routes wanted to increase the number of college age students enrolling in its overseas teaching internships. Challenge: Global Routes had a solid 15 year growth history. However, its core offering had become high school programs that consumed the lion's share of resources. Growth in the teaching internships was flat. Recommendation: Leverage the alumni base to act as a distributed 'sales force' throughout the country. Forge relationships among select college administrators on targeted campuses in the U.S., and keep top of mind. Result: Secured invitations from several elite institutions for private, on-campus informational sessions promoted by the university. Developed a how-to manual so that alumni could easily help Global Routes help the world. Client Reference: "Paying for the services of the Steady Sales Group was a stretch for our organization – but it was worth every penny."
Client: Chartered Alternative Investment Analyst Association (CAIA) Case: The Chartered Alternative Investment Analyst Association (CAIA) was a newly formed professional association within the world of Finance. The CAIA needed to build both brand awareness and the number of enrollments in its certification exams. Challenge: This was a classic catch-22. As a new industry association, the CAIA name lacked the cachet necessary to attract a large pool of new members (candidates), and because new member growth was slow the brand name couldn't spread among the targeted constituency. Furthermore, the organization didn't have the financial ad staff resources to engage in a full blown, traditional marketing campaign. Recommendation: Form key strategic partnerships with select organizations capable of referring large numbers of candidates, and promoting the association name for little or no cost. Articulate unique benefits with tangible value the CAIA could use to barter. Result: Gained entré to 6 potential strategic partners, and laid the ground work for future collaboration Negotiated the creation of a free CAIA private label, on-line bookstore with a major industry publisher. Negotiated free periodical advertising, and shared-cost direct mailing to over 10,000 highly targeted prospects. Client Reference: Professor Nelson Lacey, PhD. — (413) 545-5630
Client: The 401k Coach Program Case: The 401k Coach is the gold standard in education, practice development and training for the marketing, selling and servicing of retirement plans. Members throughout the country commit to a full year's participation for a flat fee tuition. Then – every ninety days for 1 to 3 years they reconvene under one roof to learn from each other, capture best practices and hone their execution strategy for building their 401k Practice. Challenge: The 401k Coach possessed a solid business infrastructure, skilled staff, and invested significantly in multiple marketing vehicles. As an early stage company, enrollment and revenue goals were being largely met, but many opportunities for additional profit were slipping through the cracks left by an imbalance between the marketing and sales function. Sales prospects that were generated through marketing outreach were often neglected simply because there was no one on staff to follow up consistently, advance the sales and close. Recommendation: Get religious about scheduling follow up actions with every prospect inquiry. Manage the sales process (requests for more materials, decision maker conference calls, commitment delays, etc.) assiduously. Develop and use a sales opportunity pipeline. Leverage the power of the Internet to connect to a wider but highly targeted prospect pool. Result: Developed and executed a methodical sales process including call back schedules, call scripts and sequenced correspondence. Helped fill to capacity the first program Steady Sales was hired to sell. Spearheaded the launch of a sales oriented Web conference that yielded a nearly 300% ROI. A 950% ROI was earned on the fees paid to The Steady Sales Group. Client Reference: "In 4 months, my firm earned back 9 and a half times what I had invested in the Steady Sales Group. If you are looking for an individual who can deliver on the promise of generating and closing real leads that lead to real revenue Sheldon Snodgrass is your man. While Sheldon had little to no knowledge about our very technical industry, his communication skills and talent for "listening" to what our advisor are "searching for" allowed him to successfully sell our 401k Coach Program to a national market. I have been very impressed with Sheldon's detailed follow through and weekly reports which provide me with confidence in our "steady" sales progress. Sheldon has assisted us in opening up new marketing opportunities, maximizing technology and web sales, all areas we were failing to maximize. I can say emphatically that Sheldon has made a tremendous impact on our companies success and profitability in a very short period of time. But best of all is his enthusiasm and entrepreneurial spirit!! I just look forward to what next great idea he has in store for us! Thank you Sheldon for all your wisdom, energy and risk-taking spirit."
Client: UMASS Amherst Professors Case: Two finance professors in the school of management at UMass-Amherst wanted to launch an investment seminar series. Challenge: Did sufficient market demand exist in the Pioneer Valley for a series of non-commercially oriented, investment seminars to be successful? Recommendation: Hone the offering. Focus on an easily targeted population segment within the appropriate demographic, and market test the concept. Result: Forged a relationship with a the largest health care provider in the region, and co-marketed the seminar series in a low cost, high frequency manner to medical professionals. Client Reference: Professor Anurag Sharma, PhD (413) 545-5682, and Professor Nelson Lacey, PhD (413) 545-5630 – both at UMASS/Amherst Isenberg School of Management.
Client: Whole Health Expo Sales Challenge: For over 20 years across multiple US cities the Whole Health Expo has created events to explore ideas, products, and services that are on the leading edge of natural health, personal growth, spirituality, and global change. During a period of staff transition, personal challenge and major logistical setbacks, Trish's signature event in Northampton, MA was at risk of significant attendance shortfalls. Client Reference: "Sheldon’s combination of high energy, focused drive and polished skill provided a much needed boost to our sales efforts at a critical time in our company. He jumped in with enthusiasms and was able to generate results with minimal direction, working with Sheldon was both easy and inspiring." Trish Blain, CEO – (617) 629-0999
Client: Newscanner Case: A start-up manufacturer of pioneering LED sign technology, Newscanner needed help at every level of the sales and marketing function. They needed to build a sales infrastructure, a strategic marketing plan, recruit a sales force, establish budgets, craft a corporate identity, and most importantly – sell product. Challenge: To identify and focus on immediate revenue generating priorities while attending to sales infrastructure development, strategic planning, and other foundation building activities. Recommendation: Focus on a handful of distinct market segments and industry verticals. Gain rapid and deep distributor and representative penetration across each target sector by outsourcing the field sales function. Result: Developed go to market corporate positioning, strategy and tactics. Completed a down and dirty marketing plan and annual budget. Developed the necessary tools to support an outsourced sales function. Client Reference: "We tried to recruit Sheldon to be our VP of Sales & Marketing. I don't know what higher compliment I could pay." Frank Leja Sr., President (413) 323-4628
Sales and Marketing Planning Challenge: Danex was in late stage-up mode when Walter approached Steady Sales for help executing its strategic sales plan. The challenge was there was no plan -other than what existed in Walter's head. Together we mapped out thirty day action plans month after month after month so a cohesive strategy could be simultaneously developed and executed. Client Reference: "Sheldon has been of tremendous help to my new company. He has given us our own personal Marketing 101 course with a strong slant towards Guerrilla Marketing. In the process, he has become a friend and advisor. I especially value his enthusiasm, devotion and technical expertise. He's looking at the bottom line, and works to reduce our expenditures (including those for consulting)." Walter Goodridge, President. (413) 369-4685
Client: DISC Case: DISC is an Internet marketing firm with highly specialized expertise in the field of search engine optimization (SEO). Also a traditional website developer, DISC needed a way to differentiate itself in the increasingly commoditized world of website development firms. Challenge: DISC relied too heavily on opportunistic sales opportunities, and repeat business from a small but loyal customer base. There were no proactive sales processes in place. Nor were there any mechanisms to leverage existing customer relationships or prospect data. Recommendation: Cleaned up the in-house database, added to it high probability prospects within the territory, oriented proposal content to SEO vs. site design, and started cold calling. Result: Over 12 additional clients and $80,000 in new business. Client Reference: "Within seven months, my firm earned a 300% return on investment from the work of the Steady Sales Group." Rob Laporte, President (413) 584-6500
Client: Designworks Client Reference: "Our company was muddling through a difficult time of transition in our management which had left a painful gap in our sales efforts. It was also taking a serious toll on morale. Sheldon and staff basically "parachuted" in a very SWOT-like way and became a temporary sales management and set into motion some very positive, clear and immediate goals. Our team pulled together and was able to follow meeting formats that Sheldon introduced us to. Several employees received individual coaching and as a team we all became much stronger. When we were ready to make a new permanent management hire - Sheldon was there to help us define our needs and communicate where we were coming from. We still use many of the techniques he helped institute and we all have a clearer understanding of what we seek to accomplish in our sales goals every day.Sheldon’s combination of high energy, focused drive and polished skill provided a much needed boost to our sales efforts at a critical time in our company. He jumped in with enthusiasms and was able to generate results with minimal direction, working with Sheldon was both easy and inspiring." Amy Scott , Vice President – (413) 589-0367
Client: Hilltown Community Health Center Client Reference: "Sheldon’s energy and commitment to our organization made us feel like we were his ONLY client. He energized us to look for small, ‘guerilla’ like marketing tactics for our organization—things that were affordable and eminently doable." Ed Sayer, Executive Director, Hilltown Community Health Center – (413) 238-4115
Client: Bea Fields Companies Client Reference: "Sheldon Snodgrass is one of the most professional, creative sales coaches I have had the pleasure to work with. In less than three weeks, I had gained the clarity I needed to hone my key messaging, which gave me a tremendous boost in confidence in talking to key prospects. I was also extremely impressed with the sales letters Sheldon crafted for my direct mail campaign. They were professional, creative and quite unique, and I was so very proud to send these letters out to my prospects. I look forward to a very long consulting and coaching relationship with Sheldon...he is a true pro!" Bea Fields, President - (910) 692-6118
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© 2006 Steady Sales Group