A $1.5B Aerospace Company
Install a common sales process based on facts and outcomes vs. emotions for their global technical sales team while complementing their existing sales methodology.
“It has proven to be a simple yet impactful process that standardizes and guides our global sales teams with an established method that drives performance. We are embedding the checklist framework into our coaching and training throughout our organization.”
Leading Life Sciences Company
Provide a simple to use, easy to coach sales process for their instrumentation team and their reagent/consumables team to grow share of wallet from existing clients and gain net new business.
“The Sales Checklist enabled us to regroup and realign our sales teams around the globe to proactively change the way business was conducted. The Sales Checklist provided a map and a process for the teams to follow and allowed the sales managers to coach efficiently and effectively in an easy-to-follow format. The time, effort and cost for this program will pay for itself quickly as the sales teams started to use the process immediately after the webinar.”
Fortune 500 Transportation Company
First, install a standard, data-driven sales and coaching process across their 2000 salesperson global organization.
Second, convert transactional buyers into more profitable contract buyers.
“We were able to have one process across our sales teams. We found that about 25% of our transactional buyers could be converted to contract buyers.”
Multinational Power Management Company
Implement a common process across the sales organization to review opportunities more accurately and define their “one way” to pursue new business.
“We integrated The Sales Checklist to address our goal to have one way to pursue and coach sales opportunities across our global organization.”
Global Chemical Company
Provide a sales coaching process for their distribution network.
“The Sales Checklist has been instrumental in assisting our team with closing high level prospects or share of wallet. It allows you to break down the opportunity into various steps and sections and ensure each area is well organized before asking for the business. Without The Sales Checklist we would be flying blind and reacting within the meeting versus dictating the pace.”
International Automation Company
Implement a sales process to manage their critical sales opportunities and better use company resources such as engineering.
“We have significantly reduced the number of proposals generated for projects that lead nowhere.”
Global Medical Technology Company
Provide a simple, fact-based sales process for their technical sales team to grow their key customer sales.
“Selling is only a portion of our salesperson’s role. They have resisted typical sales training but are very comfortable using the Checklist.”
Software Company Focusing on Enterprise Internet Security & Compliance Automation
Install a single easy-to-use and coach sales process for the entire sales team.
“We’re challenged with too many potential customers to pursue. We were able to quickly identify where to spend our sales resources.”
Industrial Equipment Manufacturer
Provide our technical sales team with a simple sales process – most don’t come from technical backgrounds.
“By using The Sales Checklist one of our poorest performing salespeople became a top producer in 60 days! He just needed a something to guide him.”