One of the world's top software firms worked with Sales 2.0 and one of our strategic partners to develop a customized prospecting training. The firm needed its field sales force to be more effective at breaking into new accounts due to a change in corporate strategy. The training produced an ROI of 3,500% for the investment made with Sales 2.0 and the sales pipeline was improved within three months of the sales training taking place.
Mid-size Firm Grows Customer Base Five Times
A well established IT services firm developed a new customized sales process for the company, a new positioning statement, new marketing collateral (printed and website), an improved suspect database and started to recruit additional sales and marketing staff with the help of Sales 2.0. Using these tools and techniques the company realized a major corporate objective by increasing its client base fivefold.
Large Software Firm Captures New Projects
A multinational software firm shifted its selling from a product approach to a solution selling approach working with Sales 2.0 personnel. They established solution selling teams that conducted discovery workshops in new and current accounts. The workshops unearthed client issues that turned into project opportunities for the firm. The firm closed several major new projects that were attributed to this effort.
Large Chinese IT Firm Tests US Market
One of China's largest technology services firms set up its initial presence in the United States by working with Sales 2.0. They tailored their value proposition to the conditions in the US market, developed country-specific marketing materials and a targeted suspect database. The firm established an inside sales team for the US which was managed by Sales 2.0 for several months and then transitioned back to the firm as they grew their internal US operations.
Innovative Training Company Secures CEO Clients
A newly established training company needed to set up a scalable prospecting operation to invite CEO’s to its innovative training events. The company worked with Sales 2.0 to refine the value proposition and execute a systematic contact and follow-up telesales program to secure CEO attendees from Fortune 1000 firms. The company continues to grow with this approach and the program is being expanded.
Partners Secure More Business for Major Software Firm
A major software firm needed to get its partners speaking about business problems not technology. The firm worked with Sales 2.0 to set up a global training program that was customized to the needs of its partners. The training program was created to address the needs of not only sales people but also technical sales engineers. After the training channel partners began to bid on and win significantly larger engagements and revenues rose significantly within six months.
Publisher Enters Internet Business
A mid-size publisher decided that it was time to provide Internet services to its print advertisers. The company engaged Sales 2.0 to define products and strategy to sell Internet services to its existing customer base and to new markets. The company’s sales force was trained to sell Internet offerings and systematic prospecting campaigns were set up to uncover prospects in new markets.
European Software Firm Gains Foothold in US Market
An innovative European software company wished to expand their penetration of the US market. The firm’s sales representatives worked in conjunction with Sales 2.0 personnel open doors to senior decision-makers in the business and technology functions of Fortune 100 firms. The firm has now set up dedicated US sales and marketing operations and continues to grow a significant business in the United States.
Large Services Firm Reduces Discounting
One of the world’s largest back-office service firms found that its sales people were routinely discounting their products. The firm established a training program for its sales people using Sales 2.0, and one of our strategic partners, that educated them on how to resist buyer pressure to discount. The company is seeing discounting reducing greatly and sales teams are committed to continued improvement.
Start-Up Firm Secures First Hedge Fund Clients
A start-up software firm needed to open doors to the hedge fund industry to gain its first clients. The company's founders worked with Sales 2.0 to identify and find information on executives in the hedge fund industry. Introductory meetings were then secured through a systematic networking and prospecting campaign. The sales process was initiated at several asset managers and the company secured its first Beta clients.
Mid-Size Consulting Firm Improves Sales Results
A mid-size IT consulting firm wanted to establish a consistent sales process and to reduce turnover it was seeing in its sales people. The company worked with Sales 2.0 to establish a “sales playbook” describing the sales process and providing sales people with templates to use for sales calls and prospect communication. The company tightened up its messaging and cleaned up its CRM system to target its messages more accurately. Major account management was systematized in several key accounts and account development plans were developed. Underperforming sales people were coached closely until their results improved.
Start-Up Software Firm Gains First Clients
A start-up firm needed to gain initial feedback for their product from a select group of CXO-level decision-makers in large Fortune 100 firms. The company’s founders worked with Sales 2.0 to gain meetings with senior executives in major firms through a systematic networking and prospecting program. The company gained feedback from its target market, configured its product development process appropriately and launched its initial product successfully to Beta customers. The company has grown greatly since these initial successes and is now a well established firm.
Consulting Firm Improves Marketing
A small consulting firm worked with Sales 2.0 to revamp their complete sales and marketing package. Together we documented dozens of projects that the company had successfully completed but never used in its marketing. The firm used these success stories in a direct marketing program that targeted asset managers and secured meetings with new prospects. They created a new website for the firm that not only upgraded their image but also improved their credibility by documenting all their past successes.
Consulting Firm Moves into the Financial Industry
A mid-size consulting firm with a strong track record in delivering solutions to the retail/fashion industry wanted to enter the financial services industry. The firm worked with Sales 2.0 to develop their positioning for the financial services market and produced initial marketing collateral to approach prospects in this industry.
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