AutomationCo. wanted to renew its sales process to advance the company on the path of becoming a digital transformation partner for its customers. In order to be successful, AutomationCo. identified that its sales process needs to evolve from product-based selling to consultative-based selling.
“We want to understand how our sales guys can be more effective in selling enterprise-wide transformation solutions”
Digital Business Development LeadAutomationCo. is a technology leader, with a vision to become a digital transformation partner for its customers. Therefore, it aimed to transform its sales process to capture the digital transformation needs of its global customers. AutomationCo. brought in SCG’s on-demand workforce to:
Key questions of the project were:
Q1. What should be the new way of selling transformation projects?
Q2. What new processes and knowledge should the sales team be provided and trained for?
AutomationCo. primarily sold standalone products to its customers and it had never actively prepared for selling enterprise-wide transformation solutions. As the company sought to sell enterprise-wide solutions, it recognized the need to evolve its sales process into a consultative-based selling method. To approach this opportunity in a structured way, AutomationCo. wanted to create and standardize the preparation process across its entire sales team.
AutomationCo. utilized SCG’s on-demand workforce. Through this deployment, AutomationCo. was able to accelerate development of its new sales process for enterprise-wide transformation solutions.
The project was executed in three-phases:
The SCG's agile workforce initiated the study by interviewing senior executives at AutomationCo. to understand customer decision-making criteria from their experience. Based on these insights an initial pre-sales process was created.
During this phase, the customer’s current digital journey was mapped with focus on key ongoing digital initiatives. This brought awareness about the customer’s current digital environment to AutomationCo.'s sales team. Next, the SCG's agile workforce created a pre-sales meeting, customer research methodology for AutomationCo. sales team.
Finally, the SCG's agile workforce developed a sales framework for enterprise-transformation scenarios. The framework was designed to work as a preparation guide for AutomationCo. sales team to aid in customer meetings.
SCG’s on-demand workforce provided AutomationCo. with an innovative training tool for its sales team to enable them with a consultative-based sales method. These solutions accelerated the progress of AutomationCo. towards their next step decisions by 5X and led to 25% higher engagement in customer meetings.
Contact us today at rahul.abhisek@strategycoglobal.com to learn more about on-demand workforce or book a meeting with us to accelerate development on your most pivotal projects.
Contact us today to learn more about on-demand workforce and accelerate development on your most pivotal projects!
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