The Problem

Business to business sales growth was stagnating within this company and there was a disconnect between sales leader expectations and sales results. The marketplace was mature and there was little differentiation between suppliers which led to slow sales cycles and habitual price discounting from the sales team.

The Solution

Part of the solution included a realignment of leadership expectations to recognise the shift in buyer habits and marketplace dynamics. Alongside this, came a focus on strategic sales planning, strengthening sales value propositions, commercial acumen development and negotiation skills for the sales teams and leaders.

Result

The leadership and sales team became more aligned and engaged in the total sales cycle which engaged and motivated the teams to push forward. Strategic focus on their “perfect” customers led to targeted activity, improved customer conversations and an increase in close rate from 1 in 5 proposals to 1 in 3.2.