Case Studies
Sales Skills & Sales Management Training
Client Requirement
How do you ensure that truck dealer sales personnel exploit the sales potential of their particular sales territories?
Customize Involvement
We reviewed the sales activities of a number of truck dealerships around the UK to identify current sales activities and sales effectiveness. We then developed a series of training modules to help executives exploit the total sales potential of their territories.
Simultaneously, we developed dealer sales managers in aspects of leadership, performance management, motivation and team development, to enable them to support the new skills of their sales executives.
Sales Skills Training
Client Requirement
How does a provider of geographical re-location services sell itself in a global marketplace?
Customize Involvement
We worked with the company to design and undertake a sales training programme to equip executives and managers with the skills to sell their services in the most effective way.
Customer Value Proposition Training
Client Requirement
How is it possible to create competitive advantage in what appears to be a commodity marketplace for commercial insurance?
Customize Involvement
We worked with all sales executives and sales managers to identify all the elements of the company’s product and service offering and compared it to competitive offerings.
We were able to identify specific areas of competitive advantage which were used to create customer value propositions that demonstrated this unique value to brokers and end customers.
Creation of a
Marketing Academy
for Zain Kuwait
Client Requirement
How do you ensure the whole marketing organisation speaks with one voice from a common level of marketing understanding?
Customize Involvement
We worked with the company to identify current levels of marketing knowledge and experience before designing the marketing academy that provided all the essential marketing disciplines and techniques that enabled the marketing department to develop a common understanding of marketing issues and opportunities and to work together as an effective team.
Customer Segmentation & Profiling
Client Requirement
How does a sales organisation identify where it should direct its sales resources to maximise customer business potential?
Customize Involvement
We worked with the company to develop customer segmentation and profiling process that identified customer importance and potential and specified the type of sales attention that each customer warranted in order to maximise the share of their business.
Sales Organisation Structure
Client Requirement
How should a national organisation that counts nearly every business as a customer, structure its sales and service organisation?
Customize Involvement
We undertook at external review of customer requirements and expectations, together with an internal review that looked at how the sales and service organisation responded to these requirements.
We then implemented major changes to the structure and processes of the commercial organisation in the nine geographical divisions and introduced joint customer portfolios managed by teams of executives working together to ensure customers received the appropriate levels of sales and service resource.
Global Marketing Strategy
Client Requirement
How does a leader in mobile technology ensure that its global marketing strategy meets specific regional requirements around the world?
Customize Involvement
We worked with the company to undertake a series of marketing workshops around the world to help regional marketing organisations understand global marketing strategy and to apply it in their local market environments.
This meant adapting segmentation and communications strategy to respond to specific market and competitive situations in the different geographical locations around the world.
CRM Consultancy
Client Requirement
How does BT support its corporate customers who seek sophisticated support for CRM design and implementation issues?
Customize Involvement
BT set up a CRM practice of consultants to work with large corporate customers, to provide them with consultancy support for understanding their own customer management issues and for developing their own CRM strategies and their selection of BT voice and data services.
Product Portfolio Strategy
Client Requirement
How does an organisation famous for introducing new products also ensure that existing products continue to contribute to the product portfolio and fulfil their market potential?
Customize Involvement
We worked with the company to develop a product portfolio process that would continue to promote the creation of new products, but at the same time would ensure the position and contribution of existing products was also recognised as part of the overall product portfolio.
Marketing Research Consultancy
Client Requirement
How does a global sales and marketing organisation respond to customer’s requirements and expectations?
Customize Involvement
Ford of Europe created a marketing research organisation to manage large scale quantitative and qualitative research on a pan-European basis. This research continually monitored customer responses to new models, marketing initiatives and quality / reliability issues to ensure the voice of the customer was heard and responded to by the sales and marketing organisation.
CRM Implementation
Client Requirement
How should an organisation introduce a new CRM system to the sales and marketing organisation to avoid it being rejected?
Customize Involvement
We worked with the company to identify those sales and marketing activities that would lend themselves to increased automation and process control, before designing the new CRM system around these key activities and then introducing these new processes to sales and marketing personnel.