Digital Marketing Case Study
The Challenge
This new client is one of the largest mail processing systems companies in
the world. We have been working together to implement an extensive sales management
and sales training programme across Europe.
Their market place is rapidly changing with the introduction of new players
and an increasingly sophisticated customer base that requires a change of mindset
on the part of the European sales team in their approach to selling.
First part of the project to support a seminar programme delivered by their
staff to their major accounts across Europe. The objectives were to:
- Provide presentation skills training to the European sales team members involved
in the seminar programmes
- Support the management team in highlighting the importance of the seminar
programme to future selling efforts
- Ensure consistency of approach and message in each of the countries involved
- Provide feedback to the management team on each of the seminar teams
The Solution
A one day session was held in each country involved to get a clear understanding
of their particular market place, their training needs and required support. The
day also prepared the sales team for the training to follow.
Subsequently, each member of the seminar team on a country-by-country basis
attended a two day Presentation Skills Workshop, where they delivered and refined
their own element of the seminar. They also gave feedback to their colleagues
on their part of the seminar.
The Result
The seminar programme was an unqualified success and excellent feedback has
been received from the clients who attended, generating a considerable number
of new business leads. It has also provided the foundation for the next stage
of the project, which will involve cascading the new marketing strategy as part
of sales and sales management training. |
