Marketing & Sales Consulting - Sensible Business Solutions

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Set 3-5 sales meetings with qualified leads every month
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Optimized their sales cycle deals close 25% faster
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Established verticals to hyper-focus marketing efforts

SENSIBLE BUSINESS SOLUTIONS

  • Industry: Information Technology & Services
  • Industries Sensible Serves: Legal Services, Sports Management, Non-Profits, Small Businesses
  • Company Size: 11-30 Employees
  • Location: Norwest, New South Wales, Australia
  • Services Used: Marketing & Sales Consulting and Done-For-You Services
  • Website: http://www.sensible.com.au

Sensible Business Solutions is an independent, 100% Australian owned technology management company with customers based throughout Australasia. Sensible started their business because they wanted to bring Enterprise-Grade results to Australian medium sized businesses without the price tag. They form a business partnership that has a disciplined process to determine what makes your business tick, and how technology can best be implemented to meet your business objectives.

Sensible Business Solutions has their name out there and are fielding lead calls left and right

Knowing cold calling and word-of-mouth referrals weren't going to cut it, Sensible was craving a comprehensive sales and marketing ecosystem that could be integrated into their business. Without the time or the know-how, CEO Katherine Spanner turned to us to help lay the groundwork. With their excellent brand story, HubSpot's CRM, and our sales and content strategist's expertise, we were able to craft a sales system, onboard their new salesperson to it, and produce engaging content disseminate to a now largely increased LinkedIn Community.

The roadblock

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As an established Managed Service Provider, Sensible was looking to grow their business even more. Previously they relied on cold calling and word-of-mouth referrals, but they knew that wasn’t sustainable. After working to create their internal sales and marketing processes, they realized they didn’t have the time or the expertise to see a substantial ROI. CEO Katherine Spanner mentioned, “As a business leader, I don’t have the time or skills for marketing, and it was becoming the last thing on our list to do.” For Katherine, our key differentiator was that we “have a defined process able to turn our marketing into a real actionable item, without putting a ton of work on us.”

The REMEDY

We immediately recognized that Sensible had a great differentiator- their “Sensible” approach to technology. They are extremely practical with their IT services approach, looking to help their clients determine precisely what they need instead of what is flashy. Once we were able to fine-tune this value, we made it a pillar of their branded messaging and content. From there, we helped onboard them to Hubspot’s CRM that would help integrate their marketing into their business and established documented sales and marketing processes for lead generation to attract, educate, and convert prospective clients.   

Once the foundation was laid, we could level up Sensible’s marketing strategy by defining verticals for them to target their marketing. Instead of spending money on marketing to a large geographic area and getting little traction, we hyper-focused on industries that proved to be great high-value clients.

 

The RESULT

Katherine mentioned that with our help, she has grown her network and position Sensible as an intelligible industry leader. She said, “Our name is out there; we are getting great engagement on our content, that is now consistently being posted.” When Katherine started with us, she had about 200 connections on LinkedIn, and now six months later, we have helped her have meaningful conversations and interactions with a network of over 3,000 connections.   

With their name top of mind, targeted audiences, and educational content leading prospects to the services they need, Sensible has found great success. With our sales framework, Katherine noted that she had to quickly onboard a new salesperson to help follow through on the qualified leads we were generating and provide that extra personal touchpoint. Now that they are equipped with the tools, knowledge, and content necessary, Sensible has the cohesive marketing and sales ecosystem they were looking for.

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