Sixty years of reputation, and four clients holding up the revenue.
B&B Press had the quality and the longevity. What they didn't have was a way of winning new work that didn't depend on the founder's network and the phone ringing.
Marketing was sporadic and unmeasured. The website described what the presses could do rather than what a buyer needed. The CRM held contacts, not pipeline. Nobody could answer the question “where does new business come from” with a number.
Concentration risk is a revenue system problem, not a sales problem.
In sequence.
Positioning first. The demand engine came fourth, on purpose.
Repositioned around the buyers who actually value quality and sustainability, rather than competing on price with online printers.
An AI targeting engine scanned 3,000+ companies and qualified 1,357 against the new positioning, before anyone made a call.
New website on HubSpot CMS, lifecycle stages the sales team agreed to, and reporting that ties every enquiry back to source.
Content, lifecycle email and outbound running monthly against the qualified list, measured on pipeline rather than opens.
Including Bensons for Beds and Medivet. Every one of them tracked from first touch to closed won inside HubSpot.
The results.
of new business won.
of annual revenue potential identified and sized.
companies qualified from 3,000+ scanned, before a cold call.
increase in email click-through after the lifecycle rebuild.
“Working with Rikki and Emma at Imagine Growth has been a game-changer for us at B&B Press.”
Too much of your revenue sitting with too few clients?
That's the problem we solved here, and it's rarely solved by doing more marketing. Thirty minutes with Rikki and we'll tell you where we'd start.
