Sales case studies, deconstructing real life examples and illustrating lessons learned
- How a Single Voice Recording Scored Immediate Ticket Sales for Boston Collegeby Boston College Athletics
CASE STUDY: Boston College had just two weeks to inspire alumni and fans to make a last-minute trip to Florida after the school's football team secured its first conference title game. An enticing voice-marketing campaign quickly generated 5,000 ticket sales, netting $200,000.
- Four Steps to Spurring B2B New-Product Awareness and Sales via Twitterby COOP Ale Works
CASE STUDY: Twitter isn't the first tool that comes to mind in the B2B marketing toolbox. But COOP Ale Works deftly used it to generate buzz among potential consumers of its specialty brews—creating a level of demand that retail establishments, such as bars, couldn't ignore.
- How an Automotive Dealership Used Voice Marketing to Supplement Sales, Boost Customer Retentionby Mike Miller Hyundai
CASE STUDY: While automotive dealers struggle to survive, Mike Miller Hyundai has reached out to customers via voice marketing, at a fraction of the cost of direct mail. Now: service bays are filled, and customer retention is significantly higher.
- How Branded Social Communities Help Sony Increase Consumer Engagement, Loyalty... and Sales!by Sony Electronics
CASE STUDY: Sony Electronics rolled out a series of online, community-focused features aimed at providing value for (and connecting with) personal electronics users. The effort is paying off with high usage, increased customer insight, loyalty... and sales growth.
- How a Viral Campaign Gave OfficeMax Brand Recognition, Drove Shoppersby OfficeMax, Inc.
CASE STUDY: Office supply chain OfficeMax also sells digital cameras and other products popular as holiday gifts—but its customers didn't think of it as a holiday-shopping destination. What's more, it was often confused with its chief rival. A wildly popularly web-based viral marketing campaign helped OfficeMax distinguish itself and encourage shoppers.
- How NHL.com's Online Campaign Helped Dodge Launch a New Vehicle, Exceed Sales Forecastsby NHL.com
CASE STUDY: Before any talk of bailouts, Chrysler called on 15 Web sites to help improve consumers' perception of the Dodge brand and launch its first crossover vehicle, the Journey. NHL.com cut through the clutter and delivered the brand message. Here's how.
- How a Nonprofit's Web Site Redesign Increased Functionality, Public Interest, and Donationsby Acumen Fund
CASE STUDY: For nonprofits like the Acumen Fund, which uses philanthropic capital to help finance foreign entrepreneurs, the human story is key for capturing the attention of would-be volunteers and investors. Here's how a site redesign helped in a big way.
- How a Medical Imaging Company Helped a New Sales Team Establish Client Relationships and Surpass Sales Goalsby Toshiba America Medical Systems, Inc.
CASE STUDY: In tough economic times, one company set out to care for its people in a unique way. Toshiba America Medical Systems efforts to align and nurture its sales team means the team is now on track to exceed sales goals.
- How a Diving Equipment Retailer Leveraged Targeted Web Site Promotions to Lift Revenue, Conversionsby Divers Direct
CASE STUDY: Senior management at scuba-supply outfit Divers Direct weren't convinced they needed to run promotions or offer discounts to increase Web sales. A test using Sitebrand's personalization platform quickly changed that perception.
- How New Media Helped Auction Direct USA Boost Sales 40%by Auction Direct USA
CASE STUDY: While auto dealerships across the nation struggle to survive in the new economy, Auction Direct USA's business is expanding. In fact, its fresh approach to online marketing has transformed the brand of this "used car dealer" to drive up sales.
- How a Young Company's History-Making Soccer-Jersey Sponsorship Increased Sales, Brand Recognition and Moreby XanGo, LLC
CASE STUDY - Here's how a unique Major League Soccer sponsorship helped a new beverage product score big in both sales and brand recognition. What's more, here are three lessons you can apply to your own sponsorship efforts.
- How a Web-based Company Increased Leads 90%—and Sales 23%—via PPC-Visitor Profiling, Landing Page Personalizationby Company: Continental Warranty
Continental Warranty used pay-per-click ads to generate leads by providing free quotes for extended-warranty coverage. But lead volume had plateaued. So it began to profile its web visitors, then direct them to microsites matching their profiles—and nearly doubled leads.
- How a Retail Company Increased Web Sales Order Value 60% via Automated Personalizationby Personal Creations
For personalized gifts retailer Personal Solutions, matching up complementary items for a monthly catalog was one thing. Manually serving up suitable recommendations and keeping up with seasonal inventories for real time online sales without an automated process was another.
- How a Digital Input Device Manufacturer Increased Engagement With Customers, Upped Holiday Salesby Wacom Technology Corp.
Wacom's digital pens and their capabilities are well-known in the business world. To continue growing, however, the company needed to address the consumer market. Here's how it effectively reached a new fan community.
- How a Rental Car Firm Upped New York Revenue 24%, Improved Customer Serviceby Dollar Thrifty Automotive Group
In late 2006, Dollar's business was slowing at New York's LaGuardia airport. With some outside help, the local marketing manager developed an email survey, then used the answers to pinpoint Dollar's weaknesses. The resulting efficiencies helped Dollar grow its parking-related business by 24%.
- How an Online Business Increased Conversions (Sales) on Landing Pages by Up to 12%by AutoAnything.com
AutoAnything.com, which sells custom-made automotive accessories and performance parts, designed its homepage almost a decade ago. But as e-commerce has become more competitive, the site needed a strategy. After testing different versions of landing pages, AutoAnything.com increased landing-page conversions by up to 12%.
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- How a Technology Firm Upped Webinar Attendance, Improved Lead Nurturingby Objectivity, Inc.
By hiring an outside expert in lead optimization and leveraging its full range of data, San Francisco-based Objectivity increased turnout for its webinars an average of 10%. The quality of the leads is high as well: More than 30% of the leads typically score high enough to be handed off to sales.
- How a Patient-Support Program Increased Therapy Participation 20%, Upped Salesby Actelion Pharmaceuticals US, Inc.
Tracleer won approval in 2001 as the first oral treatment for pulmonary arterial hypertension, an illness difficult for patients to grasp. Tracleer helps patients control the symptoms, but it has drawbacks. Faced with high patient-dropout rates early on in treatment, the drug's maker needed to change patient perceptions.
- How an Ice Cream Company Increased Revenue More Than 8% a Year With Low-Cost Blogsby Denali Flavors
Denali Flavors creates and licenses premium ice cream flavors for regional and store brands. Its most popular flavor is Moose Tracks, which is made by more than 80 dairies nationwide—but many consumers have have never heard of it. The company needed to generate awareness at a little cost. So it turned to (where else?) blogs.
- How a B2C Web Site's Landing-Page Tests Resulted in a 67% Jump in Conversionsby BabyCenter
The landing page for a top Web site's most popular search term converted about 30 percent less frequently than the company's general landing page. By simultaneously testing four new versions of the landing page, the site was able to ensure relevance, increasing conversions 67%—and decreasing abandonment rates.