Fast growing technology company needed to shift from hardware to software
We worked with a 100% channel-focused technology company using a 2-tier distribution system with Distributors and Channel Partners or Resellers. The company was shifting their focus from hardware to software and needed to help their internal teams to manage that change and communicate the same to the channel partners.
Integratis was brought in to start a major behavior change and skills development program for their entire sales and channel organization. Working directly with the CEO and the senior management team, Integratis developed new sales tools, methodology and training based on our ‘Partnership Planning’ methodology and our Consultative Selling Skills program. In addition we helped them to build a brand new Online Learning Portal through which they can train and certificate their partners in technical and sales skills.
They became one of the fastest growing companies in their sector with growth rates over 150%. They are expanding fast and using the Integratis tools and methodology to train and onboard both new salespeople and new channel partners.
Insurance company needed to increase sales through key brokers
We worked with a global insurance company operating in the commercial insurance and employee benefits space. They needed to improve their relationship with their brokers. A key challenge was that many of their brokers were also representatives of other, competitive companies and they wanted to win more heart share and mind share with these brokers.
Integratis worked in a consulting capacity to customize our ‘Partnership Planning’ methodology to suit their business model. Key deliverables were adapted to be integrated with sales workflow and existing sales tools. The new processes were introduced to the sales team and we provided manager coaching sessions to help the senior managers to lead and coach the teams in effective use of the new methodology.
They were able to close significant new business, especially with some of the larger commercial customers as a result of better relationships and clear development plans with their key brokers.
Finance company wanted a customized, consistent sales methodology implemented globally
A global payments technology company with a sales team of over 1000 people wanted to design and implement a completely new sales approach based on consultative selling sales methodology including skills training, tools, and process. They wanted global consistency and needed the solution customized and integrated with their new CRM system. They also wanted to develop an ongoing curriculum of sales skills training customized to suit the needs of different members of the sales team on a global basis.
We worked from the ground up to develop sales skills training courses for the entire client-facing organization. This included the sales professionals, sales support, sales consulting, marketing and support teams. The Integratis solution included a new account management system and new processes for sales opportunity management and sales call planning. The whole process was adopted by the new global organization and delivered in 9 different languages. Subsequently we developed a whole series of elective courses which form a sales training curriculum ranging from basic to advanced skills.
They were able to close significant new business, especially with some of the larger Revenues increased at a rate of over 10% year-on-year. Stock price has increased three-fold since their IPO, despite economic downturns and challenges in the financial markets. They now have a consistent sales methodology for their teams globally and a common language for sales teams and for the virtual extended team.
High-tech services company needed to transform their goto-market approach
We worked with a high-tech consulting services organization that designs and develops innovative technology solutions for customers on a global basis. They needed this heavily technologically focused company to develop a new customer-facing, sales aware culture. They had worked exclusively within the government owned public sector and now they needed to quickly develop an effective go-to-market strategy and to compete in a global market. The customer-facing teams were very technology focused and not customer-focused.
Integratis designed and developed total end-to-end sales business process to include a process which covered every stage in the sales cycle aligned to customer buying cycles. This included identification of sales opportunities through to post sales operational implementation of projects. We provided sales training courses in both skills and process for sales and sales support staff. The new methodology was implemented across the entire organization.
Their sales force is focused on opportunity qualification and sales management. All sales team members employ consultative selling techniques and have the tools and systems to provide the foundations of success. The whole company is now project focused and has achieved significant efficiency gains.
“Integratis have introduced a very structured and practical approach to strategic, operational business planning and sales / account management. The development and implementation of the new sales and operational processes which they have facilitated have promoted strong teamwork and ensured alignment across our management team and the DeltaRail business as a whole. I believe that the processes that we have worked on together have enabled our business to achieve many of our business goals. This year we have achieved a 60% improvement in our EBITDA over 12 months and the doubling of new order book.” CEO
The best salespeople are continually looking for new ways to enhance their skills-set, in much the same way as a professional athlete is constantly practicing their craft and seeking help and coaching along the way. We provide a complete skills development system.
Successful sales teams use a consistent sales methodology, sales tools and processes which are integrated into their CRM systems and enable managers to effectively lead their teams to increased revenue. Our unique sales methodology provides all this and more.
The best Skills and Process training in the world cannot be sustained without the active participation of the sales management team. We provide your sales management team with the tools they need to bring about the lasting change in performance that everyone wants.
“Revenue increased 30% within three months and had increased 100% a year after we implemented the training. The results speak for themselves.” – VP Professional Services, Global IT Hardware Company
We closed a 5-year deal as a managed service worth $1.7M as a direct result of the Integratis training program. We had no previous purchase history with this customer. The new Consultative Selling Skills were used to uncover unmet needs and our engagement with the customer took place at a Senior Level and at an early stage in their buying cycle where the relationship was established with them using Integratis techniques. This is another BIG win from a competitor
Integratis have introduced a very structured and practical approach to strategic, operational business planning and sales/account management. The development and implementation of the new sales and operational processes which they have facilitated have promoted strong teamwork and ensured alignment across our management team and the business as a whole. I believe that the processes that we have worked on together have enabled our business to achieve many of our business goals. This year we have achieved a 60% improvement in our EBITDA over 12 months and the doubling of new order book.
When we first decided to use consultants to help us develop our European strategy we expected it be mainly theoretical and not easily applicable to the specificities of our business. What we actually got was a process that enabled us to develop a strategic goal and most importantly a series of practical actions to enable us to meet that goal. After three months we are already starting to see the benefits from the approach – more sales, leaner structure, innovation etc..