Sales case studies

How Schroders UK creates long-term value for clients with SPIN® Selling

In an unpredictable market and a changing world, how do you gain trust and develop the long-term relationships needed for successful asset management?

By | 2017-10-10T10:29:51+00:00 July 6th, 2016|Categories: Sales, Sales case studies|Tags: , |

Learning how to get closer to clients can transform Sales. BrandLoyalty share their story

Netherlands-based BrandLoyalty is the world’s leading supplier of loyalty concepts to the food retail sector. They tell us how they transformed sales by learning how to get closer to their clients.

By | 2017-10-10T10:30:31+00:00 June 30th, 2016|Categories: Sales, Sales case studies, L&D case studies, Learning & Development|Tags: , |

Doubling revenue in 3 years. IT firm NetEvidence share their story

Online service and Cloud Computing have opened up options and opportunities to a wide audience of IT users, delivering on demand services previously unavailable. NetEvidence explain how they capitalised on this growth and saw revenues double.

By | 2017-10-10T10:32:34+00:00 June 8th, 2016|Categories: Sales, Sales case studies|Tags: , |

How the SPIN® method is creating a customer centric climate for Zehnder

Beauty, or in this case value, is in the eye of the beholder. So the seller must see the situation through the buyer’s eyes if they are to have a persuasive dialogue between the two parties.

By | 2017-10-10T10:33:27+00:00 May 12th, 2016|Categories: Sales, Sales case studies, Learning & Development, L&D articles|Tags: , |

How Granta are increasing sales with a different type of customer conversation

The growth of Granta’s business depends heavily on the development of credible commercial relationships with people at a senior level within their client organisations. To achieve that, they need to hold a different type of conversation and establish a different kind of need.

By | 2017-10-10T10:33:45+00:00 May 7th, 2016|Categories: Sales, Sales case studies|Tags: , |

Siemens and Huthwaite reach for economic growth – in the toughest of markets

What's next when a company as renowned and consistently excellent as Siemens, realises that the Greek market is one of the toughest sales environments in the world?

By | 2017-10-10T10:36:06+00:00 April 22nd, 2016|Categories: Sales, Sales case studies|Tags: , |

Urgo Medical – evidencing sales training ROI

Every organisation that embarks on a training project – particularly in a vital discipline like sales skill – wants to know that it’s working. But how often can you actually prove, in hard financial terms, that the investment in the training has been repaid many times over?

By | 2017-10-10T10:36:49+00:00 April 18th, 2016|Categories: Sales, Sales case studies, L&D case studies, Learning & Development|

Global medical technology firm Medtronic – boosting the health of its customer service

How global technology firm Medtronic overcame increased competitive pressure and closer spend scrutiny within hospitals to achieve standout.

By | 2017-10-10T10:38:03+00:00 April 12th, 2016|Categories: Sales, Sales case studies, L&D articles|

How SAP improved their commercial outcomes with SPIN® Selling training

Global software company SAP share their story of improved commercial outcomes from SPIN®.

By | 2017-10-10T10:39:42+00:00 April 6th, 2016|Categories: Sales, Sales case studies|

How Zurich Municipal went back to basics to improve sales

ZM had seen a lot of change in personnel over recent years including with their salesforce. They went back to basics to improve sales.

By | 2017-10-10T10:40:00+00:00 April 5th, 2016|Categories: Sales, Sales case studies|