Are your salespeople talking to the right people?

Ensuring salespeople make contact at a senior-enough level and with all the important decision makers and influencers can be a major challenge. Too often sales gets bogged-down in technical or operations departments, or if high-level contacts exist they only extend to the CIO or CTO.

Enabling salespeople to move outside their comfort zone is something we specialise in, as demonstrated by this client case study and the testimonials in the right hand pane.

Case study: Telecoms provider sells converged message to a wider audience

Business Situation	Telephone company developing a converged communications portfolio
Opportunity	Capitalise on the convergence of voice, data and video
Challenges	Salespeople need to influence a new set of decision makers Convergence projects are bigger, so decisions are taken at a higher level
Needs	To prepare the salesforce to compete in this new environment
Solution	The Marketing Workshop addressed the important questions: why does an organisation decide to buy a convergent solution, what are the typical first steps and which executives make the decisions Sales strategies, tactics and resources combined into a Convergent Solutions Interactive Sales Kit The Interactive Sales Kit is accessed through a sales portal which keeps track of who is using which materials so they can form interest groups, alert users to new resources etc
Result	Salespeople say that the material in the Interactive Sales Kit has given them the confidence to call higher and wider They are now able to demonstrate the business advantage of convergence and pro-actively propose the appropriate first steps for each customer