Sales case studies

How Manx Telecom reinforced its total brand proposition in a competitive environment

As part of a broader drive to reinforce its total brand proposition in a new and tougher competitive environment, Manx Telecom reviewed and enhanced the performance of its sales and customer service teams. Here's how.

By | 2018-03-13T13:04:34+00:00 March 6th, 2016|Categories: Sales, Sales case studies, Marketing case studies|

Spire Healthcare increase appointments through careful conversations

At the Spire Leicester Hospital, in England’s East Midlands, the need to draw together patient service, care and increasing revenue led to a strategic review in 2012 of whether the very first contact the patient has with the hospital was as good as it could possibly be.

By | 2018-03-13T13:04:50+00:00 February 21st, 2016|Categories: Sales, Sales case studies|

Legal firm Keoghs takes a radical approach to client account management to achieve profit targets

Business success has brought with it new problems for Keoghs LLP demanding a radical approach to client account management and development. Find out what.

By | 2018-03-13T13:04:52+00:00 February 18th, 2016|Categories: Sales, Sales case studies|

How to effectively communicate to high-value customers

Are you trying to target high value sales? Find out how Oxford Instruments uses SPIN® Selling to effectively communicate to high value customers.

By | 2018-03-13T13:05:58+00:00 February 2nd, 2016|Categories: Sales, Sales case studies|

Why a radical company restructure required big behavioural changes at Esko-Graphics

When Belgian company Barco-Graphics merged with Danish Purup-Eskofot to form Esko-Graphics, the amalgamation prompted a major review of the company’s operations. Including a sole focus on the packaging industry. Here's what happened.

By | 2018-03-13T13:07:12+00:00 October 25th, 2015|Categories: Sales, Sales case studies, L&D case studies, Learning & Development|

Motorola & SPIN® – A project productivity analysis on the impact of SPIN® Selling behaviours

This report is a productivity analysis of the SPIN® Field Coaching Programme that was conducted in the Communications Division of Motorola for sales managers to improve the skills of sales reps by means of on-the-job coaching.

By | 2018-03-13T13:07:17+00:00 October 22nd, 2015|Categories: Sales, Sales case studies, L&D case studies, Learning & Development|

Selling success in the healthcare industry – with the numbers to prove it

Huthwaite and Urgo Medical - two leading companies in their field - have worked together to show that better skills create better sales, and have produced conclusive numbers to prove it.

How RSA achieved sales effectiveness in a fiercely competitive global market

In a fiercely competitive market RSA developed a company-wide Sales Effectiveness Programme (SEP). Here's their story.

By | 2018-03-13T13:10:09+00:00 May 1st, 2015|Categories: Sales, Sales case studies, L&D case studies, Learning & Development|

UPS launches Major Account Strategy programme

UPS continue to invest in developing their global sales force. Here's an insight into their approach and roll out for selling and telephone selling across USA and Europe.

By | 2018-03-13T13:12:04+00:00 February 2nd, 2015|Categories: Sales, Sales case studies, L&D case studies, Learning & Development|

How PC World approached improving customer service and sales performance

After a change in their stores’ organisational structures, PC World needed to ensure that their staff could provide excellent customer service and improved sales performance. Here's their strategy.