Here are a few examples of successes that we have helped our customers achieve.
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The customer is a large security technology company that develops solutions for enterprises, governments, small and medium-sized businesses and consumers.
This customer was developing a new go-to-market strategy. This change in strategy required a shift in the mindset, skills, tools and metrics of the entire sales organization. The implementation strategy was to ensure that there was a solution selling methodology in place and also an on-going “level of discipline” for implementing and using this approach with rigorous management support.
A few areas of needed performance improvement included:
We implemented the consultative selling methodology, Counselor Salesperson (CSP).
Impact on Sales Performance:
In an impact study we found that overall, salespeople estimated that at least 20% increase in sales could be attributed to their newly acquired solution selling skills.
The results were measured and both quantitative and qualitative analyses were done. Feedback was received from participants. Some important findings were:
“We had to convince a customer to go with us instead of a competitor. This was accomplished by applying the strategy and skills I learned in the training. As a result the deal became a multi year arrangement with future business and the relationship is strong.”
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