Case Studies

Respiratory equipment manufacturer energizes its sales force with Conceptual Selling®

To help increase revenues and to help its salespeople better understand their customers' needs before going on sales calls, the company knew that it had to have a pre-call sales methodology in place. But before the company rolled out Conceptual Selling® training, there was a sense of skepticism from some of its tenured salespeople. Read more.

---

Large hotel chain in Latin America wins its
largest sale for the year

The sales manager had been working with four of his sales team members to win an extensive hotel and convention contract that would be the largest sale of the year for the company. Five months into the sale, they realized that the talks had stalled and it was clear that they needed to change their strategy. Read more.

---

Full service labeling solutions provider overcomes competition to win complex deal

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 this newcomer a try. Shortly after the first sale, the labeling company began to sense problems with the account. Read more.  

---

Leading manufacturer of DSL-based communications equipment nabs additional $500,000 from existing account

Our client was working on a large telecommunications project in a major metropolitan city. He knew that one piece of the business was essentially already won, but there was another $500,000 worth of business that he really wanted to win as well. Read more.

---

Financial service provider saves key account in time

Our contact was recently made senior relationship manager and had just taken over an account that the company had for 25 years. Two days after she took over, she was informed that they lost the account. That’s not the way our contact wanted to start her tenure in a new position. Read more.

---

Energy and oil company raised sale above a commodity level

This client was working on a deal with a large food service organization. But because our client was selling a commodity type of material, the company had to find an approach to differentiate their product from the competition. Read more. 

---

Leading staffing services provider differentiates itself based on unique strengths relevant to the client

The availability of recruiting and temporary placement services began to surpass market demand. Some customers were perceiving recruiters and temporary services as a commodity buy. Our client knew that its customers needed more than just recruiting expertise. They needed a better way to partner with their customers and to set themselves apart from their competitors. Read more. 

---

Innovator in providing data management solutions hurdles roadblocks to win business

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. Read more.

---

A leading provider of wire, cable, and tubing in the electronics industry wins big business through sales process and technology integration

Our client was looking for a simple and intuitive sales process that every salesperson could leverage across the organization. Every salesperson in the organization had his own way to approach his own territory. There was no common process or language. In order to create lasting change, it was critical to implement an effective sales process that could be reinforced continuously throughout the organization. Read more.

---

Developer of online applications for blue chip companies integrates fragmented sales force with a common language and process

Eight of the top 50 e-services consulting, creative, and technology companies joined to form this client company - eight separate companies with eight separate sales forces combined into one. The EVP understood that to effect a smooth merger, the newly combined sales teams would need to be on the same page with a common sales methodology. He knew that he had to bring these eight companies together through common language and process. Read more.