Case Studies : Software Vendor
The Challenge
Our client is one of the world’s largest software vendors in the world. BWS has worked in partnership with the client for 10 years, providing ongoing training and contributing to productivity extensively throughout the organisation.
A recent project with the Professional Services Consultancy division in the USA helped 200 people in the sales organisation to:
- Develop a common sales language across the organisation
- Implement a consistent approach to sales management in order to accommodate for growth.
- Improve margins by focusing the selling team into selling value and higher margin work.
- Ensure that the selling team sold a broader service mix by integrating more lines of business into their sales approach.
- Assist in team development, particularly as many of the individuals attending the training were from recently acquired companies.
The Solution
Participants regularly attended training modules in:
Strategic Selling
Strategic Sales Management
Negotiating Skills
Coaching Skills
Presentation Skills
International Aspects
BWS handles the work worldwide and major assignments have been carried out in the USA, UK, Brazil, South Africa, France, Spain, Italy and Belgium.
The Result
The client relationship is one of a true partnership. The extensive training and development available to the sales team throughout the world continues to make a contribution to improve performance.
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