Case Study-customer success story

Executive Summary

Since  its founding in 2000, Fast Master had continued year after year growth.  When oil prices fell 47% and the customers who serve that industry  revenue’s dropped 58%, maintaining sales became a challenge. Fast  Master, Inc. engaged Truman Morgan Group to maintain sales in the down  economy by creating a new sales and marketing go-to market strategies in  preparation of the eventual economic rebound   

Key Challenges

• Primary market is oil and gas in south Texas. Oil prices fell from $100/barrel to $25/barrel.
• Maintain sales in down economy and create new sales and marketing go-to market strategies in preparation of economic rebound.
• Diversify into new vertical markets, while maintaining core sourcing relationships.
• Redesign the organization’s staff to maximize efficiency and operations.
• Train organization’s executives, sales, and operations personnel on how to adopt a proactive new business culture.
• Implement a sales process that is transparent, accountable, and communicative. 

Implementation Highlights

• Created a new sales structure that promoted, trained, and mentored the new Chief Revenue Officer.
• Designed a customized and comprehensive CRM for implementing accountability and company-wide, customer-focused communications.
• Created content rich marketing collateral and communications program with targeted messaging aimed at market decision makers.
• Trained staff in social selling skills that grew new relationships in a short time span.

Benefits Achieved

• Maintained a revenue neutral environment in a declining oil industry economy.
• Grew account base by 33% in 11 months. New account revenues generated 15% in sales.
• Built an organizational culture that is prepared for sustainable growth.
• Created  reporting methods that provide total transparency and accountability  through the customer journey including Pipeline by Probability, Pipeline  by Stage, and Activity: events, tasks and calls reports.
• Created  a customer-focused engagement plan that utilizes all staff and adds  value to the customer in a heavily commoditized market.
• Trained sales and marketing leadership on management processes guided by KPI’s.
• Led the hiring process of new sales staff: candidate recruitment, interviews, onboarding training.
• Advised and guided CEO through each phase of company change management.