Key Points to Know
- The customer wanted to have more enagaging converstaion with prospects
- They wanted to move from transaction based selling to consultative selling approach
- Improved Sales funnel size by 22% for the new video product range
- Created a confidence across the team & improved overall sales productivity.
Company Background
A global CPaaS company providing mobile communication services to financial institutions, e-commerce players, OTTs, software companies, logistic enablers, healthcare providers, retailers, and other large organizations worldwide.
Customer's Challenge and Objective
This company had good customer base but currently engaged only transactional business.
The company had launched a new video service which needs consultative selling approach, understanding the needs of the customer, preparing well before pitching the solution.
Service We Provided
The entire sales team underwent training in our b2b sales training program called the “Smart Selling Process”.
The team had brought in existing accounts and ongoing conversations and wanted to know how to engage well with the customer.
The Results
Able to have engaging conversations with the customers :
Their sales team was now preparing well for each meeting, asking insightful questions, uncovering important information, presenting strong compelling propositions and influencing the customer to move the sale forward.
- Improve in conversion ratio from lead to qualified opportunity
- Able to create a qualified opportunity funnel by understanding the customer needs
Able to have engaging conversations with the customers :
The sales team brought in their prospects/cases and applied the Smart Selling Process methodology
- Common Sales language established across the team on opportunities.
- Improved the Qualified sales pipeline for their video product by 22%
- Able to involve the senior management team in the right cases with a clear background on opportunities.
