Success Stories
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Qualifying better and faster

Senior leadership went all-in with the ValueSelling Framework®, training 600 sales reps in 6 languages with 21 ValueSelling workshop facilitators as part of the annual sales kick-off. Sellers immediately applied the methodology to opportunities in the pipeline while Marketing and Product teams created sales enablement materials fully aligned with the ValueSelling process.

THE RESULT

  • Sales team qualifying deals more effectively
  • Sales reps engaging in more meaningful conversations with decision makers
  • Bigger deals coming in faster
Frontier Strategy Group’s investment in sales training pays off with record revenues
Increasing the pipeline

An enterprise software company knew it needed to increase sales productivity—demanding more from the existing sales reps—to meet its targets in an extremely competitive marketplace. Since installing the ValueSelling Framework® methodology, sales leadership has seen new pipeline growth quarter over quarter, more accurate forecasting, and deal pursuits that are real and meaningful.

THE RESULT

  • 63% increase in new account average order value
  • Key wins with the largest enterprise accounts in company history
  • 2X growth year over year
Adobe
Growing strategic accounts

A global leader in digital marketing and media solutions wanted to re-engage with its largest and most significant accounts, shifting from “product” sales to solving customers’ business issues. By applying the Value Selling Account Management® (VSAM) sales methodology, the Strategic Accounts National Sales Team met and exceeded its aggressive annual sales goals.

THE RESULT

  • 16 of the top 20 deals were from the Strategic Accounts team
  • 318% increase in qualifying Strategic Accounts
  • 12% increase in average number of solutions sold per customer
Market Track
Accelerating growth

To drive rapid growth, a leading provider of market intelligence solutions needed to increase close rates and better articulate its value proposition. Since adopting the ValueSelling Framework®, the company has quintupled its revenue. The organization successfully integrates newly hired and acquired sales executives and managers quickly with the ValueSelling methodology.

THE RESULT 

  • 33% increase in gross revenues
  • 22% increase in productivity
  • In 2016, the firm had its best half ever
Kamstrup
Achieving higher win rates

A global manufacturer was expanding into the US water metering market with success dependent on transforming technical speak into business conversations. Hundreds of sales, marketing, and product management team members around the globe participated in a ValueSelling Framework® workshop and the ValueSelling processes were into the CRM system.

THE RESULT

  • Higher win rates with larger utilities
  • More rigorous assessment of opportunities to identify, advance, and close, faster
  • Company poised for leadership in the US, which currently represents 50% of the water metering market
Agillic
Improving forecast accuracy

An emerging, cloud-based marketing automation platform company need greater forecast accuracy. The company’s entire value chain—from executive team, Board members, pre-sales, product, customer engagement, professional services—adopted the ValueSelling Framework® and are well on their way to meeting their triple-digit revenue growth goals.

THE RESULT

  • Lead conversions immediately improved from 25% to 40%
  • Accurate forecast gives sales leadership realistic progress on each opportunity
  • Seamless hand-off from sales to the customer success team leads to better client service
UNOX
Using Lean Processes to Grow Sales

A global designer and manufacturer of state-of-the-art ovens, which are supplied to the world’s top chefs, award-winning restaurants and high-end retailers, sought to extend its lean manufacturing efficiencies into the sales process. The ValueSelling Framework® proved to be the perfect solution with its inherent qualities of simplicity, efficiency and elegance.

THE RESULT

  • 75% close rate
  • 25% and 35% increase in on-site prospect meetings in 2016 and 2017, respectively
  • 5% increase in sales and 29% EBITDA
CAC
Differentiating from the Competition

In hyper-growth, an engineering and energy services firm was looking to operate more efficiently and effectively with a strategic sales approach. The practical ValueSelling Framework® sales methodology was easy-to-understand and replicate, helping the sales and engineering team focus conversations on customer value.

THE RESULT

  • Higher win rates
  • More time spent on winnable business via a stringent, qualification process
  • Broader solutions that encompass the needs of all stakeholders
Force 3
Selling in a Commoditized World

A network security company was running against numerous competitors that sold the same commoditized products to US government agencies. Instead of competing on price, they became a leading value-based government service provider, cultivating long-term relationships by using the ValueSelling Framework®.

THE RESULT

  • Services business tripled in growth
  • All time high Customer Net Promoter Scores
  • Company-driven products and solutions represent more than 50% of total revenues, while the industry average is 25%

 

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