Case Studies > FleetBoston Financial - Sales Promotion
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Fleet asked EMI to construct a motivational sales campaign that would spur business banking sales through the typically slow fall months.
They specified the need for a campaign that gave sales personnel a legitimate reason to make calls. It was also important to generate involvement by entire sales teams, as opposed to individual achievers.
EMI developed a theme, “The Power of Many, Working as One”, that emphasized the strength of both a cooperative sales organization and the breadth of Fleet products. Among the many elements of the campaign: a brochure with special product pricing offers that could be used by salespeople to initiate discussions.
In less than 3 months, “The Power of Many” generated 2500 new product sales, 5100 new client meetings, and $220 million in new money market deposit accounts. It is considered one of the most successful promotions in Fleet’s history.
