Increase Sales and Strengthen Strategic Alliances
A $1 billion dollar telecom company faces fierce competition and needs to generate professional services revenue and increased margins. The sales teams primarily sell product and company executives recognized the need to inject a services sales understanding and mentality in a short period of time.
CPG worked extensively with senior management to create an interactive sales workshop designed to provide salespeople with in-depth, hands-on training specifically applicable to their customers needs. CPG developed the instructional design, competitive positioning, value propositions, sales tools, and executive presentation material used during the workshop.
The interactive sales workshop is being delivered to 15 sales teams around the world and has so far led to over 25 new sales opportunities. Selling services is becoming more mainstream and is leading to additional product sales opportunities. The workshop was rated “highly successful” by the sales teams that have participated.