L&D case studies

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 measure and create value from service

What’s the best way to train a field service team? The most obvious answer is to ensure they are experts in the products or technologies they are servicing.

By |2018-09-18T08:17:38+00:00September 21st, 2016|Categories: L&D case studies, Learning & Development, Sales, Sales case studies|

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.

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: , |

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 |2018-09-18T08:11:16+00:00April 18th, 2016|Categories: L&D case studies, Learning & Development, 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 |2018-09-18T08:03:23+00:00October 25th, 2015|Categories: L&D case studies, Learning & Development, Sales, Sales case studies|

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 |2018-09-18T08:03:00+00:00October 22nd, 2015|Categories: L&D case studies, Learning & Development, Sales, Sales case studies|

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.