Portfolio of recent work
Lead-generation content & illustrations
BentonsEdge developed a lead-generation program for a software consulting company, Brown Smith Wallace. We conducted and documented several telephone interviews with CIO’s. In those interviews we uncovered CIO’s pain points and discerned how their thinking evolved during their “buying process” from acknowledging a pain to selecting and investing in new software. BentonsEdge summarized the pain points in a fun one-page illustration and offered it as an on-line premium.
BentonsEdge further illustrated the apparent pain points in a series of related icons, thumbnails and illustrations for use in a web-based lead-generation program that included a web site and in e-mails, which we wrote. The program was designed to encourage CIO’s and IT directors to sign up for an on-line software trade show, a “Virtual Tech Fair,” at which they could get answers to their concerns and meet vendors virtually. We collaborated closely with the client who administered the web site www.virtualtechfair.com and out-bound e-mail program.
Value-Story™ selling tools
BentonsEdge recently helped Lashback, an on-line reputation-managment company, to refine its sales message. Lashback monitors consumers’ unsubscribe requests and prevents advertisers from being blacklisted by anti-spam companies. BentonsEdge developed a one-page sales sheet as a first step toward improving the sales message.
Bizmanualz uses Value-Story™ visual selling tools and methods in their sales efforts to gain business process consulting clients.
Sales process communication
BentonsEdge built a sales process, communication system, and provided quick, practical training. We sped the start-up time of new sales associates. This illustration shows the sales process that BentonsEdge developed as part of a cohesive selling system.
Sales process: in detail
BentonsEdge developed all the tools in the client's selling system. Here, we illustrated milestones in the sales process as and hurdles among peaks and valleys in the sales process. A key at the bottom of the graphic shows sales associates which sales tools are suggested for use at each stage in the sales process.
Identify hard and soft costs
Our client's sales force needed a methodology for discussing costs and value with prospects because their prospect’s costs were often obscured or hidden across several budgets, or not budgeted at all. BentonsEdge developed tools like this Value-Story™ worksheet to help our client’s salespeople highlight and discuss cost and value issues with prospects.
Innovation Process
BentonsEdge developed an innovation process for the entrepreneurs in the Chairman's Innovation Initiative program at Boeing. Here, a metaphoric process overview provides an easy and engaging introduction to the steps in that process, showing how those steps map to BentonsEdge sales and communications coaching services. BentonsEdge provided the services to several Boeing teams.
Interactive Strategy Game
BentonsEdge developed an interactive game that was distributed by e-mail to sales managers after a CEO rolled out a new strategy at a national sales meeting. Produced in Adobe FLASH, the game engaged employees in a voyage in which they would accomplish intermediate steps, encounter obstacles, and then arrive at a new world with its apparent benefits. While most strategy speeches are soon forgotten, The CEO's roll-out benefited from the viral marketing value of this game.
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