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.
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
I’m very impressed with the deliverables: their quality, content and professional nature.
Due to team consolidation in anticipation of a new technology launch, our client’s Agile backlog was a mix of competing priorities from several departments that often had conflicting goals.
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RevGen helped our client design, develop, and deploy a customized performance management platform with the goal of improving overall customer experience through better feedback.
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