| The Competitive Advantage - Corporate Sales Training |
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| Dartmouth Clients: |
Procter & Gamble
AT&T
Lilly
Roche
Chase Bank
Trilogy
Mays Chemical
Xerox
CT Corporation (NY)
The Engledow Group
The Estridge Group
Siemens
SOI
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What our Clients say…..
“The Dartmouth Group, Ltd. has worked closely with us to create selling and negotiation models for our North American operation. Dartmouth’s contribution in helping us to rethink, develop and implement these new models has proved invaluable”
Bruce Peters,
Director of Global Sales Training
The Procter and Gamble Company, Cincinnati, Ohio
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“The talent that The Dartmouth Group brings to the table is incredible---their support for sales strategies, field sales organizations, compensation modeling, change-and managing change-within companies is incredibly important in today's hyper-competitive environment. The "sales traps" are a must for every sales person and manager to recognize. If you want to get and keep a competitive edge, this is the organization to partner with”
Jack Thompson,
Vice President
Xerox Corporation |
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Dartmouth Group Case Brief |
Industry:
E-Commerce
Client Issue:
Unhappy with the ability of the sales force to sell enough value to justify price,
without negotiating away margins
The Business Challenge
Being the developers of highly–customized, complex E-Commerce solutions present a few sales challenges for this fast-pace, high-growth company. The products and services are intangible and often customers don’t have an understanding as to the magnitude or scope of a project because they can’t touch and feel the solution. During negotiations, the customer often doesn’t see the value because they find it difficult to quantify the business impact of inactions. Moreover, they frequently doubt the value of implementing an E-commerce solution due to the large number of failures in the market.
The Solution
The Dartmouth Group worked with pre-sales, sales, business development and consulting divisions to implement a “pull” (i.e. consultative) versus “push” (i.e. traditional demo and negotiate) selling approach. This resulted in improved relations with customers, better qualification of prospects, reduced cost of sales, higher margins, and improved implementations.
Client
Issue:
Unhappy
with the ability of the sales force to sell
enough value to justify price, without
negotiating away margins
Client
Issue:
Unable
to penetrate markets as quickly as necessary
with new products
Client
Issue:
Need
to redesign the sales structure, geography and
compensation design
Client
Issue:
Concerned
about the increasing demands from clients, and
if you are equipped to meet the increasing
demands
Client
Issue:
Afraid
of losing talent or under-developing current
employees due to an inadequate or insufficient
coaching and development program
Client
Issue:
Dissatisfied
with current ability to adequately forecast for
long term planning and short term resource
allocation
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