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| Client |
PH-media - Early 2005 on-going |
| Challenge |
To improve a small, niche sales operation (1 Director plus sales support) whilst proving quantifiable return on their investment in Salespunch™. |
| Approach |
Sales improvement by stealth. Opportunity-driven 'real-world' sales support provided mainly by telephone and e-mail. |
| Results |
- Higher conversion ratios - from c28% (average for 2004) increasing to 41% by end of Q1, 2005
- Average sales cycle reduced significantly from 3-4 months to 1-3 months
- Additional services and products sold with initial deal leading to an average increase of 25% in the total value of the initial order
- Increased engagement of senior decision-makers
- As a result of improved sales performance, are now ready to move into three new market sectors quicker than planned
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| Client |
The Fulfilment Store – Late 2005 on-going |
| Challenge |
To increase new business whilst being highly selective of customers with 1 Sales Director and 2 in sales support |
| Approach |
One-to-one sales coaching sessions to integrate proven sales management processes – the focus, an increased penetration of specific vertical markets |
| Results |
- A defined selection criteria to prioritise new business opportunities
- A tool for managing pipeline and measuring conversion rates, “Mind the Gap” which has to be maintained
- Planning methodologies to protect existing customers to avoid the 'leaky bucket'
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“Salespunch™ re-shaped our sales propositions and helped us to sell them more powerfully and consultatively at more senior levels. They strengthened our sales management planning and provided valuable 1:1 coaching on problematic selling situations” Sales Director. Media Management Services. Sony Business.
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