Press Release -Feb’23
9th February 2023: The boom in the e-learning industry has been a game changer. With the advent of new e-learning portals, education has come to the fingertips of enthusiasts of all sorts. Despite this, procuring leads and converting them into promising clients takes time and effort.
The Synopsis
Well, a Gurugram-based e-learning company faced a dire need for a solid client base and struggled to achieve a fair market share. It approached Naveen Shukla, the founder of Espial Solutions, a seasoned marketing professional, to rebrand and strategize the marketing approach. His experience in e-learning consulting for 15 years and expertise led to a great foundation of over 200 B2B organic leads in just four months. His supervision led the company to discover the specific e-learning technology to focus on. He redefined the sales and marketing team from scratch, establishing an impressive online image of the e-learning company.
What were the challenges?
The e-learning industry is very competitive and challenging to build trust. Cutthroat price was also a significant roadblock. I used the Training background of the company as USP, which worked as organizations were keener on working with companies who understand how to deliver effectiveness.
What was my role, and how I helped them?
I was responsible for giving them the correct information, setting the right expectations from the engagement and activities and hand-holding them as I was the only Salesperson in the organization. The rest were Trainers enthusiastic about going on this journey with me and helping the organization generate sales. I started by creating an Outbound Sales strategy for them. I began the Sales process by outlining activities, who would be interacting with clients at each stage, and sales training for the Trainers. Hence, they know how to approach clients at each stage and how they approach them from opening conversations to closing sales. I trained them on Database Generation, Managing Email campaigns, Client opening Pitches, and Closure Pitch.
What was the result, and how did this campaign go?
In a short span of 4 months, the team was fully trained to manage their Lead Generation and Sales closures. We generated over 200 leads, and the closure rate was above 4%. At one stage, it became challenging for them to keep a tab on New Leads, Follow-ups, Quotes, and chasing for closures. The client was pleased with the results and would like to engage again when looking at the following growth strategy to be developed and implemented. Their current focus is to execute some projects successfully and get a good client reference for their work.
Earlier, this company used to deal with the prospects by delegating their trainers as representatives. It should have worked out profitably. However, it did not, as they were not sales and marketing representatives. By feeding the correct information about the products and services, competition and USPs, the conversion rate grew more than 4% in just four months.
I started from scratch by recruiting a sales team and training the entire workforce in specific domains such as data generation, digital marketing campaigns, opening & closing pitch designs, etc., and the outcomes were remarkable.
The Outcome
The team aligned with the training and developed specific industry-specific skills with proper segmentation of expertise. It learned to generate leads, keep a tab on them, do tailored follow-ups and close deals. The client was one step ahead of achieving success and looking forward to the next business strategy to rely on.
To know more about e-learning consulting services, reach out at naveen@espialsolutions.com.