Case Studies

Solution

• Assessed the sales challenge and identified gaps
  in tools and information.
• Created one cross-organization, 7-stage sales
  process, driven by the customer buying process.
  This process built the framework for the consultative sales process used by 15,000 sales professionals.
• Defined steps in the sales process and provided links to content, tools and training, for corporate, enterprise and contact center sales.
• Developed the requirements and managed the IT team, the web application, measurement and overall site quality.

Results

This methodology and resulting tools are considered a best practice example by sales and external consulting firms due to reduced information search time. Pilot results indicate a 25% reduction in time spent looking for relevant information now that content, tools and training are aligned within the sales process.

Solution

• Conceptualized and implemented the first sales and marketing intranet.
• Closed feedback loops with key constituencies.
• Launched and deployed a database-driven extranet for US Business Partners within the worldwide
  e-commerce system.
• Developed and implemented a worldwide content management system.
• Established new business processes to create and maintain a large information-rich website, updated
  with fresh, relevant and customer-focused information.
• Managed the site and team for 5 years.

Results

Most highly regarded internal website per survey results; increased productivity by 20% due to ability for sales and the channels to find needed information quickly.

Solution

• Prepared gap analysis, assessed information quality and methods for delivering sales information.
• Managed $2M budget, motivated and empowered training staff of 22 within the rapidly changing software development environment.
• Involved key sales leaders and technical developers to prototype the productivity system for salespeople to ensure rapid adoption.
• Worked closely with all functions to coordinate sales, training, sales operations, support and IT.
• Determined and implemented business process changes
• Custom-tailored each deployment for Europe, Asia-Pacific, North and South America, and Australia.
• Led 75-person cross-functional and worldwide teams to implement laptops and software to 3,000 salespeople.

Results

Salespeople reduced their preparation time by 20% as a result of having the required sales information when they needed it, measured by baseline versus post-implementation studies.

Solution

• Prototyped and implemented the first mobile productivity sales tool at Digital. The key to adoption was incorporating quality information, or the salespeople would not change their behavior and use the system.
• Devised a strategy to implement the system by industry group, and worked with each industry group to prepare the most relevant information for the system.

Results

Decreased time spent looking for relevant industry information by 25% for the sales force of 1,000 representatives. The US prototype was recommended for full-scale worldwide implementation.

Solution

• Integrated information from three divergent companies into one sales information system.
• Led cross-functional and cross-company teams as a part of Compaq/Digital/Tandem’s overall integration effort; determined best information to add to the Siebel sales system.
• Developed worldwide content management system architecture for salespeople and business partners

Results

After the merger, sales had one unified system to get their information, reducing the amount of time to locate product and service information by 25%.

Solution

• Created and delivered case-based business solutions training, with plant tours, for 2000+ salespeople in the Automotive, Chemical, Consumer Package Goods, Electronics, Forest and Pharmaceutical industries.
• Established industry advisory boards to ensure that sales training needs were met.
• Earned awards for leadership, quality and creativity from senior management.

Results

This hands-on real-life training allowed salespeople to step inside the shoes of their customers, to understand the value of Digital’s offerings, and to explain how Digital could help solve their customer’s business issues with authentic confidence. This ability heightened credibility and reduced the sales cycle at Digital.