Challenge
A company issuing a charge card used by more than eight million frequent travelers in 200+ countries around the world faced a rapidly growing and increasingly competitive environment in the financial services sector. The marketplace pressures required that the company’s sales team more effectively demonstrate the value of its products in business terms to customers’ senior-level executives.
Solution
Our Executive-Focused Selling – Direct Workshop was customized to support the company’s goals of strategically refocusing its sales team to take sales efforts beyond the corporate travel manager into executive offices; build business acumen necessary to engage senior-level executives and create demand for the company’s solutions; and develop financial savvy to link the value of the company’s solutions to executive's business objectives.
Results
With guidance from our Consulting Executive and through participation in multiple interactive sessions, the company’s sales team members achieved measurable results including an increase in the number of contacts and presentations to senior-level executives. Workshops participants have generated more sales opportunities; improved their ability to link the company’s solutions to the business performance goals of their executive-level customers; and gained greater credibility within their own corporation.