| Client
Organization:
A $12MM high-tech design and manufacturing
company in the heart of Silicon Valley.
Situation/Challenge:
Client organization had successfully weathered
the 3-year slow down as a result of the
wide spread fallout from the dot.com economy.
The organization recognized early indicators
of a general upturn and recognized a need
to be prepared for improved business by
proactively renewing their sales efforts.
By focusing
on an upgraded consultative sales approach
and methods to strengthen customer relationships,
the client would be positioned to maximize
its advantage as their customers' business
began to improve. "Extending"
their enhanced sales/customer relationship
focus to their network of manufacturer's
rep firms, the organization could leverage
its sales efforts across the entire market.
Results:
A multifaceted solution included:
Quantifiable results attributed to
a total solution approach include:
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Record
sales results at 40% over budget |
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Record
sales/profit results far exceeding
the best performance in the past 10
years |
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More open-to-buy dollars at existing
accounts |
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Increased
capture rate at new accounts attributed
to "smarter selling" |
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Increased
sales of client companies products
at Manufacture rep firms involved
in the implementation of a customized
consultative sales process and methods
based on the current decision process
of the end-user |
VTMG
Solutions:
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Aligning
the customer/sales "culture"
through customer satisfaction and
market update interviews with a cross
section of OEM customers. |
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Positioning
and updating the client organization's
value proposition - what differentiates
them from the competition |
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Developing
a link from the sales strategy to
the company's value proposition |
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Develop
an updated sales process to meet the
emerging needs and motivations of
customers |
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Execute
the delivery of consultative sales
skill sets |
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Ensure
the updated sales process is "operational"
through sales team's development of
actionable strategies and executing
those strategies through the VTMG
consultative sales process |
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The organization's sales force consistently
exceeds their industry's trend in
economic improvement. Difficult
customer relationships are being
strengthened. The client's organization
has gained in stature with influential
manufacturing representation firms.
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