Challenge: assess and better enable the sales of a new start-up within a large parent company with a discrete sales methodology. The client also wanted to ensure that the process and supporting tools be scalable to support the rapid staffing of the start-up organization.
We used process re-engineering methods to link their business strategy with their sales and marketing plans, creating a solutions-based sales process that leveraged the strengths of the parent company’s sales methodology yet was uniquely their own. We then enabled and supported the process with an account management sales tool designed to provide end-users and decision-makers with accurate and dynamic views of the prospect and sales pipeline from which to manage the business..
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