Sales Beacon | Case Study: Pre-Sales Process Improvements Increased Market Share
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Pre-Sales Process Improvements Increased Market Share

Inefficient use of technical support needed to close deals was causing long delays in the enterprise sales process. Sales Beacon consultants implemented change management and communications strategies, along with process improvement methods, to improve the situation.

CLIENT CHALLENGE

The prospecting process was not yielding the close ratio expected by senior management.

  • Technical resources required for complex sales process took too much time to engage.
  • Account managers were experiencing burnout and low morale.

HOW WE SOLVED IT

Applying communications and change management strategies in addition to streamlining the enterprise prospecting process resulted in substantial increases in market share.

  • Developed case studies and presentations to fund qualified pre-sales activities
  • Coordinated resources needed for creative deal structuring to beat the competition
  • Developed escalation path to rapidly resolve pre-sales roadblocks
  • Kept all stakeholders accountable and on track via weekly status and daily control

BUSINESS IMPACT

300% return on investment since program initiated.

  • Program value forecast to be over $600 million
  • Program garnered accolades from key VPs and SVPs
  • Won back market share and completely displaced competitor in some accounts
  • Turned around morale into a “No Lose” mentality

“Now I can focus more on customers and be more strategic in my campaigns”

—Account Manager, Fortune 500 OEM