BTS were approached with a specific request - we need to transform our global sales force - our sales teams need to lead their industry in selling value to their customers and that value needs to be expressed tangibly. The company needed to align its sales teams around its future vision and consider the initiatives and changes that would be necessary to meet their growth goals and profitability targets.
BTS partnered with the business to create a fully customized 3 day program including:
- Building trust based relationships with the ‘right person’
- Understanding the decision making cycle and the roles involved
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Competing on business value than product / price factors
- Understanding the ‘language of business’ and being able to converse with senior members of a customer’s organization.
- Negotiation in a collaborative fashion thereby seeking a mutually beneficial outcome for both customers
Over the last 12 months we have moved from a commodity driven organisation to a Value Driven, diversified business - the rubber hits the road when we see Year over Year improvement - Gross margin up 1.5%, EBIT up 200% - DIVISIONAL PRESIDENT
Discounting as a primary method of winning business has almost been eliminated with customers in whom this approach has been used.