Résultats Ventes
Un société mondiale de courses express augmente son chiffre d'affaires de 14 millions de dollars.
Suite à une baisse des revenus après la fusion, la direction a cherché de l'aide pour trouver un avantage concurrentiel dans un secteur qui a été dominé par la vente transactionnelle.
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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. En savoir plus.
Le leader mondial de l'énergie augmente ses revenus de 33,5 millions de dollars
Pour suivre le rythme de l'évolution rapide du secteur, un leader mondial des services énergétiques devait faire progresser les compétences de ses experts techniques et de ses commerciaux tout en adoptant une approche plus consultative. En savoir plus.
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. En savoir plus.
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. En savoir plus.
La mise en place d'une culture de Vente Conseil permet un retour sur investissement de 3.1:1
L'un des objectifs de l'entreprise est d'avoir une organisation qui soit fonctionnelle et collaborative au sein de chaque service - des ventes jusqu’aux opérations en passant par la gestion des produits et la gestion de la chaîne d'approvisionnement. Cette entreprise voulait être perçue par ses clients comme une organisation centrée sur le client, disposant de ressources mondiales étendues et d'une expertise en gestion de la chaîne d'approvisionnement. Pour atteindre ces objectifs, l'entreprise s'est associée à Wilson Learning afin de développer une initiative de formation en vente complète et personnalisée, spécifique à plusieurs fonctions au sein de la division Electronics Marketing Americas. En savoir plus.
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. En savoir plus.
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. En savoir plus.
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. En savoir plus.
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. En savoir plus.
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.” En savoir plus.
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