PROBLEM
– “First Products,” a medical supply company in Tacoma, Washington, faced a branding issue. Despite being a family-owned business for 30 years, its generic name was not memorable to customers.
– HiLine Homes, a semi-custom home builder with 14 offices in Washington, Oregon, Idaho, and California, faced declining sales.
– The company had minimal online presence beyond its website, with each office generating only 12-20 sales leads per week, mostly from referrals.
– Tasked with developing and executing a strategy to significantly boost lead generation and sales.
– A Salesforce client needed to transition from their existing Marketo marketing automation platform to Salesforce Account Engagement, focusing on Pardot.
– The client required a solution that aligned with their immediate marketing needs and long-term goals while ensuring minimal disruption to their operations.
– Altair Global, a Dallas-based mobility provider, faced challenges in conveying quarterly and year-to-date metrics to its Board of Directors.
– The Senior Vice President of Sales and Marketing experienced a stressful rush two weeks before each meeting to gather, compile, and present the necessary data.
The Collapse of Chasewood Homes
After launching Chasewood Homes, I quickly realized that being a great marketer didn’t make me a great home builder. Despite early success—generating $120K in sales in year one—the business lacked operational efficiency.
– Stanbrooke Custom Homes, a Northwest-based custom home builder, faced a severe shortage of framing contractors.
– The shortage resulted in the company being unable to start framing after pouring foundations, causing a halt in operations and financial stress as they couldn’t bill for incomplete work.
– Stanbrooke Custom Homes faced challenges with extended sales cycles and disorganized sales processes.
– The sales team used post-it notes, Excel spreadsheets, and Outlook to manage leads, causing inefficiencies.
