The client is a leading unified communications- Cloud and Contact Centre Technology, named as the leader in the Gartner Magic Quadrant 2020 for CCAAS. They deliver more than 70 billion remarkable customer experiences for organisations in over 100 countries.

Challenge:

While strategizing upscaling, the leaders brought to light the stagnant pipeline with barely any new opportunities in new and existing accounts. This was a result of segregated selling approaches which are too transactional to upsell & cross sell in the key accounts. 

This was an alarm to introduce a structured & consultative selling approach, improvising the team to make the best effective use of their skills and mark all the corners in the key accounts.

MRI & Solution:

A 3-day gamified & case study role play based sales training workshop was designed after developing an in-depth solution understanding.

SalesEdge enabled them to build a unified sales and account management process across the company to improve their prospecting abilities, break into new markets, and penetrate deeper into the key accounts. 

The sales training workshop was followed by an intense on-job reinforcement for 3 quarters. We handheld the participants in adopting the best practices on the job, which included: Custom Webinars, Live calls, Blitz Day, Creating Account Plans, Account Based Marketing, Deal Coaching, Customised Templates and Toolkits. 

Within 3 weeks post the workshop, they began witnessing the change and increased the upselling & cross-selling opportunities by 45% in 2 months.

Talk to us now to effectively penetrate your key accounts and increase your relationship coverage.