How we helped a leading Tech Reseller transform its sales strategy
The Challenge: Shifting from product to business value
A key player in the IT industry faced a critical challenge: their sales team needed to evolve to more effectively sell the company’s full range of
services.
The existing sales process was heavily product-focused, which made it difficult to communicate the true value of complex solutions to
business clients. The goal was to help the salespeople shift their focus and position themselves as strategic advisors, with the ability to identify
and communicate deeper business benefits.
Our Solution: Tailored programs for strategic sales
We designed and implemented two custom-made sales and business development programs for all the company’s salespeople. The programs
consisted of several modules with workshops that focused on giving the sales team the tools required to understand their client’s strategic
needs and to communicate the value of the company’s holistic offerings in an innovative way.
In addition to the training programs, we also delivered:
-
Two Unique Sales Pitches:
Developed specifically to drive the sale of the company’s comprehensive services, with a focus on creating engagement and demonstrating the client's ROI. -
A Sales Playbook:
A practical and comprehensive guide that serves as a common thread in the salespeople's daily work and ensures a unified sales process across the entire organization.
The Result: Increased sales capability and stronger client relationships
The collaboration led to a noticeable reinforcement of the company’s sales capability.
The new tools and updated process have resulted in:
-
Increased Sales of Full-Service Solutions:
Salespeople can now effectively identify and present strategic business value, which has boosted the sale of complex solutions. -
Deeper Client Relationships:
The sales team is now perceived as trusted strategic advisors rather than just product specialists. -
A Unified and Effective Sales Process:
The new sales pitches and a new Sales Playbook have created a common standard that improves efficiency throughout the entire sales organization.
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