Startup to $260 Million - B2B Sales Team | CASE BRIEF
CHALLENGE
Large government agency with no existing marketing organization, needs to quickly build B2B sales and marketing team to re-market $multi-billion portfolio of commercial real estate assets.
SOLUTION
- Analyze marketplace to deeply understand current and evolving market forces, current demand and product value.
- Train and repurpose internal staff in initial sales roles.
- Develop sales processes, tools and techniques
- Recruit and build-out high performance team of sales and marketing professionals.
- Re-purposed legacy IT network into inventory, document management (CRM) system.
- Collaborate with appraisal industry to re-define value appraisal methodology.
- Define target audiences and demand profile for each product category.
- Expand marketing channels and marketing partnerships to build awareness and communicate value.
RESULTS
Organized, staffed and led startup team from $0 to $260 million/yr. Sales techniques and practices replicated nation-wide with similar results. Sold multi-$billion asset portfolio averaging 95% of appraised value, with no loss to tax-payers.
The challenges and opportunities are before us… The time to act is NOW... Seize the Day.