お客さま事例紹介 : セールススキル
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.
>>> 詳しくはこちらへグローバル事例については、全て英文となります。
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Global Independent Publisher Partners with Wilson Learning to Drive Sales Performance Change
A global publisher of scholarly works prides itself on its learning culture, placing a high value on training for their salespeople and sales leaders in prospecting and selling skills, sales coaching skills, and differentiating themselves from the competition. Due to an increase in the number of players in a competitive market and a fundamental shift in the way their customers made their buying decisions, their legacy sales training programs had lost their effectiveness and used an approach that was too linear and prescriptive. The sales organization needed a less cumbersome, more consultative sales approach with a problem-solving mindset to succeed in the ever-evolving markets they served. 詳しくはこちらへ
Global Leader Closes Salesforce’s Skill Gaps to Maximize Return on Investment
A sanitization and sterilization company was growing quickly through acquisition. To maintain their competitive edge, the organization needed to better utilize their sister companies to sell integrated solutions. Leaders were planning profound infrastructure, strategy, and organizational changes to enable the long-term growth strategy of becoming a total solutions provider. A critical piece of this change involved transforming the salesforce. 詳しくはこちらへ
Global Media Company Attributes $17 Million USD in Revenue to New Skills
After facing increased competitive pressures and becoming highly dependent on their talented staff, a global communications and media corporation initiated a talent development program. 詳しくはこちらへ
Global Organization Achieves 24% Revenue Increase Through Improved Negotiations
Gaining production efficiency and protecting profit margins were the key drivers that moved this global provider of printed circuit boards to strengthen the negotiation skills of its senior leaders and salesforce. 詳しくはこちらへ
Global Sales Team Attributes 21% of Revenue and Greater Collaboration to Unifying Sales Methodology
The sales team attributed a 21% growth in revenue to the new sales methodology. 88% agreed that they “are able to establish a greater level of trust with clients faster.” 88% agreed that their “client discovery is more accurate and complete.” 86% agreed that they are “better prepared to address clients’ issues and questions.” 詳しくはこちらへ
Global Software Provider Sees a 30% Uptick in Win Rate and a 39% Higher Average Deal Size
Using a consistent counselor process, coupled with sales leader coaching and an integrated CRM, the company saw a 30% uptick in win rate and a 39% higher average deal size for opportunities presented with Discovery Agreements that uncovered customers’ true business needs, in addition to technical needs. 詳しくはこちらへ
Global Spirits Company Strategically Redefines Customer Experience
Known for exquisite spirits and being a catalyst for connection, this organization understood that delivering sustainable success and being recognized as the world’s leading premium spirits house depended on building best-in-class capabilities and putting the consumer at the heart of everything they do. To achieve this, the company needed to empower salespeople to become agile professionals within a culture of continuous learning and consistent improvement. Leadership needed to implement it, own it, and reinforce it. 詳しくはこちらへ
Global Water Treatment Company Drives Growth with New Sales Process and Value-Based Sales Methodology
Much work had been done previously around devising go-to-market strategies, creating value propositions, and understanding customer segmentation and coverage. This lead to the establishment of standard processes, tools, and approaches for positioning products, services, and solutions to customers’ needs and values. 詳しくはこちらへ
Health Care Nutrition Provider Increases Sales Performance by 22%
A healthcare nutrition provider had already developed formal sales skills and processes for its global sales teams. However, their salespeople continued to simply take sales orders to meet the pressures of their revenue requirements. Without a consultative selling approach in place, solution-based selling wasn’t taking off. 詳しくはこちらへ
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. 詳しくはこちらへ
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