Client Value Case Study

DELIVERING VALUE ACHIEVES 40% MARKET SHARE

Client Business Issues
  • Prove capability to the new off shore parent company
  • To ultimately become larger than the parent company
  • Develop a Value Proposition to drive growth
  • Achieve stretch targets
Perceived Opportunity
  • To bring a new technology to the marketplace nationally
  • To drive greater share of wallet across high potential customers
  • To become a major player in the industry
Insight Uncovered by Beyond 19 Partners
  • What looked like a robust customer segmentation model was under developed
  • Market segmentation was inadequate
  • Value propositions were poorly articulated and not being appropriately applied
  • The dialogue with customers was transactional
Outcomes
  • Achieved greater Share of Wallet in high potential accounts (increase of 30% in first 18 months)

 

Recent Blog

How high performers adapt their sales behaviours to market conditions

Posted by Tony Hall on 23 October 2018
How high performers adapt their sales behaviours to market conditions
A Preview to the Diamond Sales Behavior Benchmark Study We have been assessing B2B sales b...
Posted in: High Performance Sales Sales Behaviours Initiatives Sales Framework Sales Relevance Sales Growth Mindset Sales Leadership   0 Comments

The Future of Sales

Posted by Paul Davenport on 16 October 2018
The Future of Sales
The Future of Sales  Salesforce.com recently released an article following extensive ...
Posted in: CRM High Performance Sales Sales performance virtual coach Sales Behaviours Initiatives Sales Growth   0 Comments

Transitioning from great sales person to great sales manager (part 2)

Posted by Ingrid Maynard on 9 October 2018
Transitioning from great sales person to great sales manager (part 2)
In part 1, I looked at why the best sales people don't always make the best sales managers...
Posted in: High Performance Sales Sales Behaviours Sales Framework Customer and Stakeholder Value Sales Relevance Sales Growth Sales Leadership   0 Comments
< Previous | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | Next >

Improve your behaviours to improve your team

999 Nepean Hwy,
Moorabbin VIC 3189, Australia

PrintTell a FriendBookmark Site