Sales Management Training & Sales Strategy Consulting UK 

Pitney Bowes: Sales Process

Pitney Bowes sell mailroom equipment to business customers through various account teams.

In order to improve sales effectiveness, Customize conducted a research exercise to establish typical customer Buying Processes & Key Purchase Criteria.

It became clear that Pitney Bowes did not reflect how customers liked to buy in the way they engaged with these customers. This led to customer resistance & reduced sales.

Customize redesigned the Sales Process in line with customer requirements & developed a more effective way of communicating & presenting to customers.

AXA Insurance: Training Needs Analysis

AXA wanted to ensure that their sale of general insurance products through brokers reflected the strength of their customer proposition.

Customize conducted a Training Needs Analysis of their sales executives & designed a new Sales Process that concentrated on the Creation of Value Propositions for their various customers.

Precise Media: Delivering the Customer Experience

Precise provide their clients with analysis of their media coverage to enable them to monitor how they are being portrayed to their various stakeholders.

Customize worked with Precise to analyse how their product & service offering was delivered to ensure the Customer Experience at every touch-point reflected the organisations brand values & aspirations.

Royal Mail: Sales Strategy / Sales Structure

Royal Mail account manage the mail requirements of most UK businesses, from the small organisation with general mailing requirements, through to those organisations that depend on mail for their survival.

Customize conducted an internal review of the way Royal Mail structured their sales teams & how they allocated resources to different types of customer. As a result of this review, major changes were made to how Telephone Account Managers, Account Managers & Key Account Managers worked together as teams to manage customer portfolios.

Additionally, a national key account management team was established to manage customers that transcended regional boundaries.

ADP Europe: Creating Value Propositions

ADP sell web-based payroll systems to provide flexibility to those organisations that operate on a multi-site basis & who need the ability to update their systems remotely.

Customize developed a new customer engagement model that ensured that all sales presentations focused on the creation of customer value.

Mercedes Benz: Time & Territory Management

Mercedes-Benz sell their trucks to a range of customers from the small owner-operator through to the large haulage fleets.

Mercedes wanted to ensure that dealer sales executives were able to exploit the sales potential of their respective territories to maximise their share of the market.

Customize developed a Time & Territory Management Process that helped each sales executive identify the business potential of their territory & which ensured that they spent their time with those customers & prospects that offered the best opportunities for business.

BT: CRM Strategy

BT provide voice & data services to most UK businesses to facilitate their customer transactions.

They wanted to provide additional CRM consultancy services to support their customers manage their various customer relationships & therefore developed a CRM consultancy practice.

Zain: Sales & Marketing Academy

Zain are the biggest mobile phone network provider in Kuwait, selling voice & data packages to both retail & corporate customers.

Customize evaluated the training & development requirements for their marketing organisation & designed a complete suite of sales & marketing training for the whole department.

Experian: CRM Strategy

Experian provide business intelligence to their customers to allow them to make better business decisions.

Customize helped the sales organisation utilise a CRM system to allow the sales teams to better identify customer opportunity & to manage customer relationships.

Durox Building Products: Activity Management & Field Appraisal

Durox sell a range of insulating building blocks to the building trade and deal with merchants, specifiers & contractors.

In order to improve sales productivity, Customize developed an Activity Reporting & Field Appraisal System to enable both sales executives & sales managers to monitor, measure & develop the knowledge, skills & behaviours required for sales success.

Both sales executives & sales managers were closely involved in the project to ensure they owned the resulting processes.

Additionally, sales managers were trained how to appraise performance & how to coach sales executives to improve their performance.