Build a Sales Intelligent Culture

Client

Large Fintech acquirer and reseller providers sold into multiple channels for Small and Mid-size organizations, as well as national and sector markets.

Business Need

Market for payment services evolved with emergence of new technologies and platforms. CEO needed to transform Go-To-Market strategy from transactional to consultative to position reps as trusted advisor for the SMEs.

Business Issues

• There was limited integration with sales teams for cross-selling opportunities.
• Lack of business acumen and diagnostic skills to sell software and complex applications.
• The team lacked executive presence and selling skills.

Solution

• Establish and install a simple and accessible sales process.
• Provide playbooks and sales collateral.
• Provide sync-points for enablement and sales teams for Sales Intelligent Culture.

Client

Small Business Automation developer builds custom integration solutions for small and midsize businesses. 3 sales reps and 9 near and offshore engineers.

Business Need

A seasoned solution seller struggling to expand the portfolio. Deal size was too small for leadership, which created tight profit margins. Cycle times slow and service revenue regularly negotiated away.

Business Issues

• Reps lacked experience in business development and positioned as engineering, not business outcome.
• There was no defined sales process with established sales teams for cross-selling.
• The team lacked executive presence and selling skills.

Solution

• Establish and install a simple and accessible sales process.
• Provide deal reviews and deliberate practice to build selling fluency.
• Establish cadence meetings to focus reps and reinforce individual sales plans for Sales Intelligent Culture.

Client

One of the world’s largest CAD | CAM manufacturers provided OEM SW and Equipment to the Apparel, Furniture, Automotive and Technical Textiles sectors. $500M worldwide turnover, 65% from NA Division.

Business Need

The company sought high-margin revenue by forming a Professional Service practice to install and support a proprietary ERP platform that integrated the company’s other OEM software solutions; as well as training services for CAD/M installs.

Business Issues

• A new team of a professional service practice lacked experience in business development.
• There was no integration with established sales teams for cross-selling.
• The team lacked executive presence and selling skills.

Solution

• Establish a simple and accessible sales process.
• Provide playbooks and sales collateral.
• Provide coaching cadences for enablement and sales teams for Sales Intelligent Culture.
• Developed behavioral-based Sales Training program.

Client

Large Fintech acquirer and reseller providers sold into multiple channels for Small and Mid-size organizations, as well as national and sector markets.

Business Need

A new executive leader of a significant portfolio inherited an underperforming team.

Business Issues

• A new team of a professional service practice lacked experience in business development.
• There was no integration with established sales teams for cross-selling.
• The team lacked executive presence and selling skills.

Solution

• Establish and install a simple and accessible sales process.
• Provide playbooks and sales collateral.
• Provide sync-points for enablement and sales teams for Sales Intelligent Culture.

Client

Large (>$1B) national HVAC component manufacturer with 139 reps and 30 leaders between 3 companies. Sold through distributors nationwide. Companies often competed for same projects.

Business Need

Rising costs and sinking customer satisfaction was resulting in business deterioration and angry distributors. New CEO needed to build customer-friendly culture and rebrand solution offerings while reducing costs.

Business Issues

• Reps relied on past relationships to sell and lacked the mindset and skills to sell complex engineered business outcomes.
• The sales process did not provide insights into customers’ buying modalities, often resulting in overpriced supply challenges for the dealer network.

Solution

• Build a One Customer Sales Intelligent™ culture that aligns all division, support, manufacturing and marketing plans toward high value customers.
• Provide deal reviews and deliberate practice and Sales Support training to build selling fluency.