Case study
Corporate giftingKambar Group
Kambar Group sells customised corporate gifts across India — onboarding kits, bulk occasion gifts, and a “Gifting with Purpose” idea that customers respond to. They were winning work, but the knowledge of how they won it lived in people's heads. We helped them put it into a process.
- Category
- Corporate gifting
The problem
Selling ran on instinct. There was no agreed definition of a good lead, no shared picture of who the buyer was, and no objectives concrete enough to measure a month against.
The team knew their customers by name but not by pattern. Every pitch started from scratch, and nobody could say with confidence why some deals closed and others quietly stalled.
What we did
- 01
Agreed what the business is for
We settled the mission, vision and values, then used SWOT and TOWS to get honest about where Kambar was strong and where it was exposed. That turned into specific targets across sales, marketing, operations, finance and hiring.
- 02
Worked out who actually buys
Customer research produced ideal customer profiles and real buyer personas, and we mapped how those buyers move from first awareness through consideration to a signed order.
- 03
Gave the team one story to tell
We wrote value propositions for both the primary and secondary buyer, so the pitch stopped changing depending on who was in the room.
- 04
Built the top of the funnel
Prospecting methods and qualification criteria first, then the channels to feed them: SEO, Google Ads, social, content, influencer work, networking and referrals. The website was improved and free consultations added as a way in.
Where it landed
- The sales team works to a defined process with clear objectives, instead of improvising each month.
- Lead quality improved: qualification criteria end the wrong conversations earlier, and more of the right ones convert.
- Conversations are personal rather than generic, because the team now knows who it is talking to before it picks up the phone.
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