Industry: Technology
Kendeo Core: Sales Mapping
Framework: Value Divide
Objective: To increase the ability of front line sales personnel to win new business and up-sell existing clients .
The leader of an IT consulting service firm needed to markedly improve the performance of an expanding sales team. We worked with the domain experts to Encode their sales proposition by service line. Encoding distilled the value proposition into product, process, and performance value as part of our Value Divide Framework.Leaders explored these as part of their go to market strategy, helping them structure and segment their customer groups. The follow up was to deliver a series of Decoding Tools to be used by front line sales people, as both a training and sales aid. The learning with the Decoding Tools was that in many cases the sales personnel were effectively in a teaching mode. Many of their prospects needed to be educated about the service line. The Decoding Tools supported this initiative and replaced their traditional marketing toolkit.
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