Winning Complex Deals: Case Study #2
Full service labeling solutions provider overcomes competition to win complex dealThe Issue
Our client, the labeling solutions company, was working to establish a relationship with a national retailer who had been doing business with a competitor, but was willing to give our client a try. The retailer gave our client an order for one site. Their product passed with flying colors but the rest of the sale didn't go as smoothly. Shortly after the first sale, the labeling company began to sense problems with the account.
The Solution
While the sale was in progress, the account manager was participating in Miller Heiman's Strategic Selling® workshop. In applying the strategic planning process he was learning, he discovered a weakness in their approach. He found that the retailer was also testing two other competitors and had stronger relationships with other vendors. His labeling company was an unknown and needed to reassure the retailer of its capabilities.
Using the Miller Heiman Sales System™ which provided information from technical and economic "coaches" within the retailer's organization, the labeling company decided to bring in reinforcements. They brought value added resources in the form of two of their solution partners for their next presentation, to demonstrate the depth of their resources. This validated their technology to the retailer and they were able to install their software in 11 more sites.
The Result
Following their success with the 11 sites, the sale grew even larger with multiple additional sites. From start to finish, the company's first million-dollar sale took about three months.
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