Caroline at Luminex Consulting creates a marketing and sales pipeline tailored to their business

Mastering Marketing: Design a Successful Marketing Pipeline course enabled me to create a marketing and sales pipeline that’s completely tailored to our business.
– Caroline Cook

The Problem

As the recently promoted Commercial Director, Caroline Cook was exactly the right person to lead Luminex Consulting’s Marketing & Sales.

However, business savvy, experienced Caroline took on this new role knowing there was lots to sort out with the marketing and sales:

“Luminex spun out of another accountancy business, so we already had a capable team and a book of work centred around 35 clients but no brand and no sales and marketing plan.”

Caroline knew what marketing and sales had to achieve in terms of income and clients and how crucial her success in this role is to the success of the business.

Like many Directors in charge of marketing and sales, Caroline had lots of ideas and marketing tasks to do… but no time and no expert strategic marketing challenge or advice to help her sort out her ideas and ‘to do’ list into a clear, practical marketing and sales plan that would work.

As Caroline explains, “As Commercial Director, I need to get the right expert support to help me get the marketing and sales plan right the first time. That’s why I was interested in doing the Mastering Marketing: Design a Successful Marketing Pipeline course”

Why choose the Design a Successful Marketing Pipeline course?

Caroline, like our other course attendees, wanted to know if she was following a process that worked.

Based on sound marketing theory, this course provides a step by step approach to designing your marketing and sales pipeline and leaves you with a clear plan that is based on research and adapted to your organisation.

“I needed the structure and discipline that Mastering Marketing: Design a Successful Marketing Pipeline course brought to get me from a jumble of ideas to a clear plan to build the business”, explains Caroline.

But our marketing pipeline programme provides more than a structure that makes sense and empowers you to create a marketing and sales plan that works.

Caroline continues: “This online course enabled me to go through a clear process, supported by someone as experienced as Kara.

“Kara really knows her stuff. She’s not afraid to stop you in your tracks and get you to explain your thinking or reasoning. She listens, she pushes, she advises, and she supports.”

What’s it like doing this programme?

“Initially, I was surprised by the focus on marketplace and competitors in weeks one and two,” says Caroline.

“I wasn’t expecting to go into so much detail or look so widely around the industry. It made me recognise important factors that I had ignored previously and that
set the foundations for all the work to come.”

“I valued having Kara work alongside me. What’s great about Kara, from my point of view, is that she is collaborative, and a challenger. That works brilliantly for me – it holds me to account and helps to clarify my thinking.”

“I estimate that I spent about 12 hours per week on this course – this included the
workshop, coaching, a tea-break meet-up, and having very useful conversations in the business that moved  our marketing and sales planning forward.”

What have been the results?

Mastering Marketing – Design a Successful Marketing Pipeline is designed so that every attendee finishes the 5-week programme knowing what they need to do, when and why to make their marketing a success.

For Caroline, the results were clear: “I finished the programme having designed a marketing and sales pipeline of activities that are completely tailored to our business, which I know will work”.

Another (unexpected!) result for Caroline was the increase in her confidence and the certainty that comes from knowing what marketing to do, when and why:

“It’s so refreshing to feel you don’t have to be distracted by the next ‘shiny thing’. For
example, if SEO or paid advertising or video don’t fit into your plan yet, that’s absolutely fine. Leave it.”

“Because of this Programme, I feel I’ve grown really strong marketing roots now and I’ve got the confidence to say: this plan is the right plan and I’m following it.”

Any last thoughts?

“For anyone thinking – I’m not getting the outcomes I want, or I don’t know what results I want, or how do I ensure that the business comes with me on this journey – this is for you.”

Many thanks to Caroline, Commercial Director at Luminex Consulting. We have been excited to watch her build and put into action everything she identified as being needed in her marketing and sales pipeline – and to see the results she wanted coming in.