CHICAGO, IL

Our Chicago technical manufacturing software client started out with a typical SME (Subject Matter Expert) sales team; they knew the technology well but needed help in connecting with their buyers on a more personal level. We focused intently on defining who their IDEAL High Value Target is and how to reach them. This required us to deploy systems and processes that analytic engineers would not only “use,” but enjoy and adopt as their own. We also worked on building an extensive Sales Playbook consisting of their best practices and methods for acquiring and closing more business as well as re-working the current staff to provide more support for the SME salespeople so they could focus on building their personal book of business.

Results

More focus by the engineer brains on building business and moving leads through the sales process. We were able to demonstrate that SME salespeople are able to understand and use systems and processes to build relationships, leading a higher closing ratio and more repeat business.