Sales Client Results
Global express shipper increases revenue by $14 million USD
Following a post merger revenue decline, management sought help to find a competitive advantage in an industry that has been dominated by transactional selling.
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Major Investment and Insurance Company Realizes $1.2M Sales Increase as Result of Consultative Sales Methodology
This investment and insurance company sought to implement a problem-solving approach to address their customers’ business and life issues. With a reorganization and a change in strategy, they desired to equip sales leaders with a common language and framework to ensure cohesiveness and alignment. The company also needed to support the organization’s strategic objective and commitment to developing a high-performing salesforce in order to improve employee retention, increase performance, develop consistency in messaging and sales actions, and differentiate themselves in the marketplace. Узнать больше
Medical Devices Organization Attributes Over $2.8M in Revenue to New Sales and Negotiation Skills
The renal care industry in India is experiencing fast-paced growth due to government efforts and increased competition. This organization, a leading player globally in renal care, primarily drives revenue through hemodialysis and peritoneal dialysis machines, manufactured in Germany, and related consumables. The organization needed to retain its leading position in the market by meeting multiple challenges. Узнать больше
New Sales Leader’s Creative Approach to Sales Training Wins the Day
The new salespeople were asking for help in accelerating their territory growth by developing customer-focused solutions. Moreover, the sales team did not have a common sales language, making it challenging for this VP and his Commercial Sales Manager to coach the team on targeted account selling techniques and consultative selling skills. The VP also saw a need to bring Customer Service Representatives and salespeople together to work more as a collaborative team. Узнать больше
North American Energy Retailer Drives Sales Results Through the Counselor Approach
A North American retailer of energy and energy services realized a gain in efficiency and effectiveness by adopting the new “selling to value” consultative sales methodology. Узнать больше
North American Fence Manufacturer Boosts Revenue by 38 Percent
To remain competitive and create business opportunities in new markets, a North American fence manufacturer and distributor needed to advance the skills of its salesforce. This required equipping the salesforce with a better ability to sell on value instead of always competing on price. Additionally, the salesforce lacked a common sales language and approach for client engagement. Узнать больше
Post-Merger Integration: Using Assessment to Develop a Best-in-Class Salesforce
A global technology organization had recently merged with a former competitor. As a result, the newly formed organization had two worldwide salesforces with inconsistent go-to-market strategies, development systems, and assessment processes. This led to a lack of linkages across various business groups, regions, and sales roles and a duplication of effort in a number of areas. The Learning and Development function did not have information that would guide their prioritization and allocation of limited development resources. In addition, salespeople and management had little data to guide individual development planning. Узнать больше
Premier Global Fine Art Auction House Increases Revenue by 18% Through Advanced Negotiation Skills
In an industry in which negotiations are critical to business success, a global fine art auction house's top specialists were challenged by the wide range of negotiation scenarios they faced. Узнать больше
Public Safety Organization Achieves 10% Increase in Sales with New Customer-Centric Sales Approach
Due to organizational growth and changing buying behaviors, this public safety organization specializing in the oil and gas sectors needed to embed a new customer-centric sales approach. The key business issues were best articulated by the Head of Training and Education: “We sell services to inspect pipelines and other industry assets and are an established market leader in that field, but we are innovating all the time and have new markets we want to move into. A different approach was required to sell products and services outside of our standard portfolio and win new business. It was our strategy to move to a more consultative selling approach to build better ongoing relationships with our customers.” Узнать больше
Sales Coaching Helps Organisation Grow Revenue 13%, Gross Profit 13%, And Sales Effectiveness 40%
Major Distributor and Marketer of Maintenance Repair and Operations Products Increases Revenue and Gross Profit by 13%. Узнать больше
Sales Methodology Unites Global Sales Team and Drives Double-Digit Revenue Growth
A global industrial engineering company set the target to achieve an above-market growth rate every year, yet recognized they had not invested in sales development for many years. As a result, the organization’s salesforce lacked structure and needed to gain a stronger skill set for the organization to differentiate from the competition and win new business. It was essential for product-savvy salespeople to shift to a customer-focused problem-solving sales approach and develop versatile communication skills, while sales leaders needed to drive the sales team to improved performance levels to meet the organization’s increased revenue targets. Узнать больше
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