Case Study - Biomedical Company
Business Issue - increase sales, shorten sales cycles
A biomedical company located in Vancouver was looking for sales training for their sales staff. They have a young and largely inexperienced sales team that has very strong and specific technical skills. The sales team needs to handle incoming calls in a professional manner and advance the sales process with each customer contact. The client wanted to promote strong sales-funnel growth, higher closing rates, higher average revenue per sale and shorter sales cycles. They wanted the sales staff to move to the next opportunity if there was no real opportunity with a prospect.
The sales manager knew that the sales staff had to ask good questions and then deal with objections, every sales course tells them that, but they did not know what to say and how to say it.
The client needed sales people to advance prospects in the process or to get them out of the funnel quickly. They were looking for results.
Client Need
- client has a young and largely inexperienced sales team
- to increase sales opportunities through outbound calling in addition to handling the leads that were generated by marketing
- to promote strong sales funnel growth, higher closing rates, higher average revenue per sale and shorter sales cycles
- sales team needed to handle incoming calls in a professional manner and advance the sales process with each customer contact
- sales teams knew what to do on prospecting and sales calls; they had taken training, the problem was they did not know how to do it, they lacked experience
- needed their sales people to advance prospects or to get them out of the funnel quickly
- sales manager and the company were looking for and needed stronger sales results
What we did
- consulted with the client to produce an interactive sales training module focused on the clients needs
- program developed focused active participation by all participants including continual role playing and peer evaluation
Our Solution
- basic scripts were developed on how to deal with specific objections and practiced so they did not sound like a script
- answering an incoming call and making a cold call were taught and practiced
- techniques to prepare for the first call of the day, how to research a potential client and what
Result
After the training the client experienced funnel growth, less time spent per prospect, increased outgoing sales activity and improved sales results and client conversions from inbound calls generated by the marketing department.
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