From declining new business to 121 new customers.
A full positioning, sales and HubSpot transformation for B&B Press, a 60-year-old print and packaging business that had grown reliant on a handful of large clients.
- Revenue concentrated in a few large clients, a risk not a strength.
- Positioning that no longer reflected what they were good at.
- Sales and marketing pulling in different directions.
- A disjointed CRM with no clear ownership.
- New-fit customers won consistently from a clear ideal profile.
- One cohesive positioning the whole business could tell.
- Marketing and sales joined into a single motion.
- A HubSpot pipeline that reflects reality, owned by the team.
A new business problem, underneath a system problem.
New business performance was declining. The positioning no longer reflected what they were genuinely good at, and the CRM and sales process were disjointed, with no real clarity or ownership.
Marketing and sales were doing separate things. Nothing joined up into a way to create demand and convert it.
The full PACE method: Position, Audience, Connect, Enable.
Strategy and execution connected, not a service list. We rebuilt positioning, the ideal customer profile, the CRM and sales process, and a multi-touch outbound engine, then kept it running with content and quarterly workshops.
Positioning, made tangible.
If your new business is leaning on too few clients, this is the work that fixes it.
Talk to Rikki or Emma about the fastest path to more pipeline from a clearly defined ideal customer.
Speak to us →