OUTSIDE SALES team effectiveness in question?
INSIDE SALES team missing real up-sell opportunities because they’re in the “customer service zone”?
TECHNICAL SPECIALISTS working on low value, post-sale activities?
MARKETING TEAM sinking major $$$ into websites, selection tools, and marketing automation, but struggling to show results?
...Take a look at these CASE STUDIES to see how others addressed these common issues.
Case Studies
Engaging Engineering Expertise
Differentiation eliminated 50% of the CompetitionWin rate increased by 30% Challenge: Customers were hesitant to invest in upgrading technology and spent a huge amount of time working on various parts of their project cycle (research, design, etc.). Many upgrade projects stalled or were cancelled because they lacked confidence in successful implementation. The vendor company had…
Sales Training Videos
Reduced Training Time by 300% / Sales cycle by 30%, Win rate by 50% Challenge: Find a way to quickly and effectively deliver sales training globally Depart from traditional “death by PowerPoint” training Solution: Created 22 live and pre-recorded sales training videos filmed on-site in factories and in simulated customer meetings that focused on how…
Great Applications
Reduced Sales Cycle by 30%, Improved Win Rate by 30% Challenge: Give customers a high degree of confidence that our company’s experts and products are able to solve the customer’s specific application challenge early in the sales cycle Solution: Require application engineers to document the applications they have designed and commissioned in simple drawings. Provide…
Selling Briefs
Reduced Sales Cycle by 50%, Improved Win Rate 30% Challenge: Sales was overwhelmed with the breadth of products and technologies they needed to sell Traditional new product launches provided too much product information and little context Solution: Created Selling Briefs – focused on key activities needed for the first sales call 1 page, 1 side …
Accelerate New Platform Adoption to $3B Annually
Challenge: Improve customer adoption of an important new product platform by mainstream customers Solution: Analyze and address key ease-of-use attributes desired by Early Majority Created a number of customer and sales tools to improve and promote usability hosted on company website Examples – sample code website, user forum, key differentiation videos, napkin notes Results: Adoption…
More Solution Examples
IIoT (Industrial Internet of Things) customer consultation, assessment & recommendations – direct consultation with customers to assess their current situation, key business drivers, and ability to evolve, along with coaching & recommendations to benefit from IIoT. Network Checkups – process for tech sales to evaluate customers’ overall networks & move them from ad-hoc to scaleable,…
A Sales Team in Disarray
Beat target by $4M, grew backlog by $500k and funnel to $15M after 3 years of decline Challenge: The tiny sales team with huge geographic territories was lacking clear direction, and was demotivated. They were being asked to get tactical, drop their pursuits, and “pull in favors” near every month-end, and were being measured by the…
Business Sense LLC 