Case study

How SCA Packaging reduced margin erosion through solution selling

SCA Packaging is one of Europe’s leading designers and producers of corrugated board-based packaging, with a strong reputation for innovation and sustainable design.

By |2018-09-18T08:19:39+00:00January 13th, 2017|Categories: Sales, Sales case studies|Tags: , |

Does SPIN® Selling work? A company share their story

In a video testimonial Atkins Global share their story of achieving sales excellence from a SPIN® implementation to 400 people.

By |2018-09-18T08:19:01+00:00December 1st, 2016|Categories: L&D case studies, Learning & Development, Sales, Sales case studies|Tags: , |

How to address price pressure and sell value

Watson-Marlow Fluid Technology Group (WMFTG) is a world leader and premium provider. They share their experience on using SPIN® Selling to counter market pressure on price and product.

By |2018-09-18T08:18:28+00:00November 5th, 2016|Categories: Sales, Sales case studies|Tags: , |

The rise of the Dragon – how a Chinese TV channel built a worldclass sales team

How a new Chinese TV channel was launched and with it a large-scale talent development project where nothing less that worldclass sales skills would do.

By |2018-09-18T08:16:07+00:00August 19th, 2016|Categories: L&D case studies, Learning & Development, Sales, Sales case studies|Tags: , |

How to change behaviour to underpin the growth strategy of your business

Fraud prevention services firm SmartSearch were determined to have answers to these questions when implementing their sales training programme. Here's what they did.

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 |2018-09-18T08:15:22+00:00July 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 |2018-09-18T08:15:06+00:00June 30th, 2016|Categories: L&D case studies, Learning & Development, Sales, Sales case studies|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 |2018-09-18T08:14:15+00:00June 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 |2018-09-18T08:13:59+00:00May 12th, 2016|Categories: L&D articles, Learning & Development, Sales, Sales case studies|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 |2018-09-18T08:13:50+00:00May 7th, 2016|Categories: Sales, Sales case studies|Tags: , |