Case Studies

In the real world, promise is only as good as performance. Selling Up™ programs have helped companies
like yours increase their sales productivity and revenue. Take a moment to review these examples.

Strategic Sales Plan

Challenge

A food ingredient manufacturer entered a significant growth phase without a formal sales methodology or
sales management structure. Senior sales executives lacked strategic training. Our client asked Selling Up™
to develop a strategic plan for the sales organization.

Solution

We worked with the senior executive to assess the current situation. We then helped him develop a strategic
sales plan for the organization, including a strategic objective calling for the sales executive to lead a better
alignment between marketing and sales. Leveraging existing team strengths, a company-specific, "framework
selling process" was installed. The senior executive formalized sales management activities and specified
reinforcement guidelines and timelines.

Negotiating Agreements

Challenge

A software development company faced extended sales cycles due to delays in negotiating contractual terms
and conditions with customers. Our client asked Selling Up™ to upgrade the negotiation skills of the selling
team and implement tactics for shortening the sales cycle.

Solution

We assessed the team's capabilities and evaluated management's ability to provide continuous coaching
and reinforcement. To accommodate a large, geographically diverse sales team, we installed an eLearning
negotiation training program accessible to all sales reps and managers. We also trained the company's
trainers to provide follow-on workshops providing sales reps and managers with advanced skills for
managing their customer negotiations. Best practices were communicated to the sales team, support teams
and senior management via a monthly newsletter.