Context: Clients and Case Studies
Case Study
EntryStandard
Situation
As a leading software company was expanding their suite of products and services, it became increasingly difficult for their sales professionals to clearly articulate the business problems they were solving. Additionally, the company was receiving negative feedback from the market due to their inability to deliver a clear, consistent message regarding how they were superior to their primary competitors. At the same time, revenues were shrinking and the capital markets were beginning to lose confidence in the company.
Engagement Focus
Following a series of interviews with sales team members and several significant customers, we teamed with sales leaders to develop customized training materials and messaging toolkits for each of the company’s product suites. These tools were launched through a series of innovative webinars for each region of the country, and supported by train-the-trainer sessions with the company’s sales managers. Following this, the tools were published in a web environment for continued use by company sales professionals.
Outcome
As a result of this initiative, the company was able to go to the market with greater confidence and communicate the unique value of their offerings with greater clarity. This enabled the company’s sales team members to sell broader solutions, rather than merely point solutions and discrete software licenses. Ultimately, the company was able to beat analysts’ expectations at a critical stage of the company’s development.