Ventas - Resultados de Clientes
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.” Saber Más.
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. Saber Más.
An American-based multinational manufacturer’s sales executives were experiencing increasing frustration due to declining sales, flat new account acquisition, and inaccurate forecasts. Lengthening sales cycles and declining win rates drove up the cost of sales, compelling leaders to find immediate relief and transform their sales organization. Saber Más.
Three-Pronged Consultative Approach Increases Win Rates and Deal Sizes for Global Laboratory Equipment Company
Company leadership understood that as players in many different fiercely competitive markets in the biotechnology space, it needed a dramatic point of differentiation with its salesforce. The company’s highly scientific sales professionals had extensive technical expertise, but they lacked a consultative selling approach. Saber Más.
Unprecedented Loan Volume Growth of 33% Achieved with Consultative Sales Approach and Interpersonal Versatility
A large consumer banking company was experiencing challenges in its diverse, nationwide sales organization under an aggressive acquisition strategy. The company’s brands, sales process and approach, and sales teams lacked a unified vision for how to differentiate the company among its competitors in a changing market. Saber Más.
Versatility Skill Development Contributes to Global Insurance Provider’s Competitive Differentiation for Over 30 Years
This leading global commercial and industrial property insurance provider differentiates its services by showing interpersonal versatility to clients in crisis. Skill development in trust-building, listening, adaptable communication, and managing conflict is prioritized for all employees and leaders across the organization. For example, consultant engineers rely on versatile communication to connect with the various client constituents and gain buy-in to the organization’s risk management recommendations, and adjusters rely on empathy skills when assisting people through crises. Saber Más.