Strategy: Identify and target biogas plant operators in landfill, agriculture, and wastewater treatment applications.
Tactic #1: Discovery and Action Planning
Tactic #2A: Content Development: Customer Testimonial for Validation
Tactic #2B: Content Development: Biogas Landing Page
Tactic #2C: Content Development and Outreach: Biogas Capabilities Webinar
Tactic #3: Biogas Americas Contact List Data Mining
Tactic #4: Post-conference Omnichannel Campaign
Tactic#4A: Digital Automation
Tactic #4B: Physical Direct Mailer Campaign, "Power Up Your Gas Production"
Tactic #5: Individual Targeting utilizing Google Alerts for new RNG/Landfill facilities (implement tactic #4A & 4B)
Tactic #1: Discovery and Action Planning
Tactic #2A: Content Development: Customer Testimonial for Validation
Tactic #2B: Content Development: Biogas Landing Page
Tactic #2C: Content Development and Outreach: Biogas Capabilities Webinar
Tactic #3: Biogas Americas Contact List Data Mining
Tactic #4: Post-conference Omnichannel Campaign
Tactic#4A: Digital Automation
Tactic #4B: Physical Direct Mailer Campaign, "Power Up Your Gas Production"
Tactic #5: Individual Targeting utilizing Google Alerts for new RNG/Landfill facilities (implement tactic #4A & 4B)
Flipcharts from the Workshop
Action Plan Developed in Group Activity
Flipchart from Workshop
2x2 Impact Difficulty Brainstorming Flipchart
Digitized Action Plan (Reviewed Monthly)
Pictured above, tactic #1: Images from a Kaizen Strategy Session and go-to-market action plan. I led a group activity utilizing kaizen-style techniques such as silent brainstorming and action planning. This exercise is effective for gaining agreement among cross-functional groups and identifying strengths, opportunities, and gaps with a product or service offering. The action plan is then used to guide future meetings to ensure continued progress.
Pictured above, tactics #2A, B, and C: Landing Page with Webinar and Customer Testimonial. This webinar accomplished multiple objectives: 1. Developed content for digital marketing efforts. 2. Gained agreement from a customer to provide a testimonial, and 3. Offered prospects valuable information in the early stages of the sales funnel.
Results: $36k converted in sales, 23 leads, 8 prospects totaling approximately $450k in pipeline revenue.
Results: $36k converted in sales, 23 leads, 8 prospects totaling approximately $450k in pipeline revenue.
Link to Landing Page with Webinar Replay
Pictured above, tactic #4A: Automated Digital ABM Campaign
I utilized a digital marketing platform to schedule multiple omnichannel touchpoints and success metrics/milestones over 30 days. This campaign utilizes both LinkedIn and personalized emails to contact targeted prospects with introductory and offer-based communications.
Results: 227 leads, 15 prospects, 5 engaged opportunities, representing approximately $500k in pipeline sales.
I utilized a digital marketing platform to schedule multiple omnichannel touchpoints and success metrics/milestones over 30 days. This campaign utilizes both LinkedIn and personalized emails to contact targeted prospects with introductory and offer-based communications.
Results: 227 leads, 15 prospects, 5 engaged opportunities, representing approximately $500k in pipeline sales.
Pictured Above, tactic #4B: Direct Mailer Featuring:
- Personalized Letter
- Wireless Cell Phone Charger
- Postcard with Time-bound Offer
- Sales Collateral.
Due to budgetary constraints, I developed, produced, and mailed this piece internally.
Results: $35k in pipeline sales (to date of phase 1).
- Personalized Letter
- Wireless Cell Phone Charger
- Postcard with Time-bound Offer
- Sales Collateral.
Due to budgetary constraints, I developed, produced, and mailed this piece internally.
Results: $35k in pipeline sales (to date of phase 1).
e-mail Engagement
e-mail Engagement
LinkedIn Engagement
LinkedIn Engagement
LinkedIn Engagement
CRM Record of e-mail Engagement
e-mail Engagement
e-mail Engagement
CRM Lead Source Tracking
Pictured Above: Correspondence from prospects along with screenshots of CRM utilization.
Article found through Google Alert
Automation to Contact Stakeholders
Pictured above, tactic #5: Individual Targeting from Google Alerts Feed
Scope: I developed an automation to drop in newly discovered accounts through Google alerts. This helps me identify new target prospects in the early stages of RNG development, which is the ideal time to engage.
Results: 25% Conversion Rate: 2 new customers (to date) for quarterly studies, representing $100k in annual sales.
Scope: I developed an automation to drop in newly discovered accounts through Google alerts. This helps me identify new target prospects in the early stages of RNG development, which is the ideal time to engage.
Results: 25% Conversion Rate: 2 new customers (to date) for quarterly studies, representing $100k in annual sales.