Success Stories

Sales Effectiveness Training

Empower your sales team with the knowledge and capabilities to build long-term, trusted advisor relationships with customers

Woman speaking to her coworkers
Home  >  Success Stories

Project Overview

Enterprise marketing and sales leadership of a national communications company identified a gap in the ability of their sellers to effectively sell enterprise products and solutions. The existing sales training needed revamping as revenue figures were well off annual targets.

To close the gaps, RevGen recommended setting up a sales enablement program to empower the enterprise sales team to build long-term, trusted advisor relationships with their clients. The program was designed to provide the tools to effectively pair the product value proposition with a client’s unique business needs.

Client Challenge

  • Sellers needed to be better equipped to align products across the portfolio to their clients’ needs.
  • Specific sales teams were knowledgeable about one product. Product information did not relate across sales teams, making it difficult to build proposals for customer-facing solutions.
  • Familiarity with the industry verticals was lacking, limiting client conversations. Sellers struggle with educating customers on how their solutions can solve their customers’ problems.
  • Disparate and disconnected sales collateral and sources of product information left sellers unable to relate content to customer situations.
  • Existing training was limited and heavily product focused (speeds and feeds) versus how drive an “outside-in” perspective – understand needs and work your way back to business solutions.

Approach

In collaboration with the client, RevGen set out to gather input from stakeholders in marketing, sales and product management to formulate recommendations. Together the team agreed to revamp the training efforts with a three-pronged approach designed to:

1) Strengthen seller’s foundational knowledge around core products

2) Provide an overview of each sales vertical

3) Empower sellers to build long-term, trusted advisor relationships with their clients

Solution

  • Establish a strategy for educating sellers on how to build long-term, trusted advisor relationships with their clients
  • Reduce the number of documents that sales need to understand:
    • Product features, benefits and value proposition
    • Industry terminology & nuances
    • How to vertically align buyer personas to facilitate
  • Develop training collateral and tools that enable sellers to:
    • Support complex solution selling at the intersection of industry verticals and product value proposition
    • Effectively pair a product value proposition with a client’s unique vertical business needs
    • Encourage solution driven customer interactions
  • Develop a framework for in-person training focusing on sales best practices and designed to be dynamic and interactive for sellers

I’m very impressed with the deliverables: their quality, content and professional nature.

VP Product Vertical and Channel Marketing

Success Stories

More Success Stories
A person types on a laptop. Above the laptop hovers icons of various checklists, representing data quality controls.

The Power of Frontline Data Quality Controls

Execution as a Service

Improving data quality was key to ensuring our financial services client retained data integrity and accuracy while also reducing time and money spent on after-hours issues. 

Read More About The Power of Frontline Data Quality Controls
Three wooden blocks spelling out MQL. The "M" block tips over to reveal an "S"

Automating for Efficiency: Turning Marketing Leads into Sales Contacts

Technology ServicesAnalytics & Insights

The transfer of marketing leads to sales teams is critical for customer acquisition, however our client’s process was time consuming and heavily manual. RevGen built a proof-of-concept solution that automated the entire handoff.

Read More About Automating for Efficiency: Turning Marketing Leads into Sales Contacts
A pie chart divided into three sections, with representative people tokens in those same colors to show a customer segmentation model.

Developing a Future-Proof Customer Segmentation Model

Artificial IntelligenceAnalytics & InsightsCustomer Experience

To improve sales efficiency, our client needed an “At-a-Glance” customer segmentation model that could evolve with their business.

Read More About Developing a Future-Proof Customer Segmentation Model

Let's Talk

Learn More About RevGen

Subscribe to our Newsletter

Get the latest updates and Insights from RevGen delivered straight to your inbox.

Subscribe