Case Studies
Discover how our sales strategies and processes have guided our customers sales operations and sales teams to deliver better, more sustainable business results. Also see the other Case studies below Results in the menu.
Industry: Building/Construction Type: Private/Medium size
Key Achievements
- A more confident and better equipped sales team prepare to work with the right people
- More clarity of purpose and targeted approach to market
- Much more efficient sales and marketing efforts
Business Challenge
Client in the building industry selling its products across commercial and multi-residential high-rise markets as well as into the new home builder markets with a myriad of sub and micro-segments within each of these segments. The client’s sales team were going with the same value proposition to all of the new home building sub-segments and getting nowhere.
In two separate sessions with the executive leadership team:
- We defined each business and what these types of businesses really valued and what they would be looking for in a supplier
- 3 out of the 4 sub-segments valued very different things even though our client company was selling the same product
- We discovered that in one of the 4 sub-segments there was only a specific micro-segment that our client was able to sell to
Results/Outcomes
- Change in how the sales and marketing teams engaged with these sub-segments
- Still having and overarching value proposition, we created specific value propositions for each sub-segment
- Redefined the different roles our client company needed to engage with within each sub-segment, bringing clarity to the issues and priorities to be addressed
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