Ventas - Resultados de Clientes
Global Express Shipper Increases Revenue by $14 Million
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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Improved Sales Team Efficiencies and Interpersonal Skills Increase Revenue and Productivity
The lack of a common sales methodology and sales process was causing inefficiencies for this leading provider of human milk-based nutritional formulations for critical care infants. Selling teams—consisting of sales, research, and health economics team members—collaborate to win and expand business in multiunit healthcare systems. To better convey the value of the organization’s premium products, the teams’ shared knowledge needed to be enriched with interpersonal and selling skills to express empathy, earn trust, and deliver compelling product education to potential and existing customers. Saber Más.
Increased Profits and Quicker Deal Closures Credited to Wealth Managers’ Improved Negotiation Skills
This Indian wealth management organization had counted on technology-driven asset management programs to grow to be number one. With a target on their backs and several smaller competitors trying to undercut them on price, they needed to improve the negotiation skills of their wealth managers to strike deals that balanced increasing Assets-Under-Management (AUMs) with quicker deal closures while not sacrificing their fees. Saber Más.
Increased Versatility Translates into Increased Revenue for Global Market Leader
This global organization is known for outstanding technology and innovative access solutions. Part of the organization’s mission and purpose is around innovation—always looking for a better way to help people feel safe, secure, and experience a more open world. Saber Más.
Líder Mundial de Energía Eléctrica Aumenta Ingresos a USD$33.5 millones
Para mantener el ritmo con los rápidos cambios en la industria y crear oportunidades de negocios que mejoren sus relaciones con los clientes, un líder mundial en servicios de energía necesitaba avanzar las habilidades de sus técnicos expertos y vendedores en el uso de un enfoque más consultivo con los clientes. Saber Más.
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. Saber Más.
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. Saber Más.
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. Saber Más.
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. Saber Más.
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. Saber Más.
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. Saber Más.
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