Global Express Shipper Increases Revenue by $14 Million

Business Issue:

When two airlines merged and combined their express shipping and logistics organizations into one, revenue from shipping showed a post-merger decline. Management sought help to find a competitive advantage in an industry that has been dominated by transactional selling.

Solution:

To differentiate them in a highly competitive industry, the organization worked with Wilson Learning to create a shared sales approach that focused on providing solutions to customers’ business needs. Participants developed the skills to build trust, discover the business value of solving shipping issues, advocate a solution that delivers the maximum value to customers, and support customers’ ongoing success. Advanced skills were taught to apply a more strategic approach to solving customers’ shipping and logistics business challenges. This global implementation included participants from over 10 countries around the world.

Results:

The sales representatives developed into trusted advisors and created more value for customers. Salespeople attributed more than $14 million in sales. Among the participants, 82% said they are better prepared to address clients’ issues and 88% said they able to negotiate more positive outcomes/agreements.

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