The graph above illustrates just how stupendous the jump was. Overnight, leads shot up 4,566%. Throughout the next 13 months various marketing tools continued to drive in leads so that by October 2014 more than 2,300 leads had come in, where the previous 12 months leads sat around 50.
“People have this misperception that marketing is fluff. It clearly isn’t,” said George Brown, who was brought in along with his team from Vancouver to lead the tactical transition. Now Senior Vice-President with Rand Group, Brown proved to be the revenue whisperer – that colleague that persistently beat the marketing drum despite naysayers who claimed marketing was a money pit.
“Business owners don’t realize how much business they’re missing until they get a strong grasp of the size of the pipeline,” Brown says. “When we got working on this, Rand Group quickly saw its pipeline was less like a gathering line and more like a distribution line!”