Shortening Sales Cycles: Case Study #1
Innovator in providing data management solutions hurdles roadblocks to win businessThe Issue
This client's entire sales team was stuck at roadblocks with key accounts and was having trouble overcoming them to move their sales forward. It was a situation that was frustrating to the entire unit and was keeping them from achieving their goals. That's when the company president decided something had to change.
The Solution
The company president attended a Strategic Selling® program from Miller Heiman many years ago in the United Kingdom. He remembered how the strategies from the program positively impacted his sales results. He wanted his sales team to get the same experience and to learn to create a comprehensive sales methodology that they could apply daily. So he sent the entire sales team to Miller Heiman's intensive, 2-day Strategic Selling® program in Atlanta, Georgia.
The Result
With consistent use of the learned methodology, the company saw improved results. Where the group's sales cycles were typically three to six months, they are now as short as one to two months, or even a few weeks. Accounts are moving to a close quicker as a result of the roadmap that Strategic Selling® provided. The entire sales team continues to meet twice a week to walk through their sales plan for each account and use the Strategic Selling® practices to engage clients with a solution, rather than product approach.
print page
forward page
discuss with an expert
license contentRelated Information
