How do you best up-skill your sales team and customer engagement approach, to help improve outreach to new clients and drive growth opportunities with existing accounts?
This team at PFM Asset Management engaged the value experts at Genius Drive to develop customized in-person value sales training, empowering sellers with new content and skills to create new opportunities, win more business and drive expansion revenue opportunities.
As a result, the account managers were able to substantially improve the number and quality of new opportunities, improve win rates on new business acquisition, and achieve asset management growth within existing accounts.
CHALLENGES
- Struggling to differentiate when participating in bake-off presentations and in RFP opportunities
- Difficulty inspiring new opportunities proactively with potential clients
- Struggle to evolve the selling approach from traditional company and product-led approach to more value-centric and differentiated
RESULTS
- Helped the company pivot from a company and product-led approach to selling to challenges, with differentiating business value
- Enabled sellers to differentiate with prospects, winning more opportunities and tenders / RFPs
- Helped evolve the approach for existing customers too, focusing on diagnosis and value versus pitching products
- List IteHelped improve outreach performance and marketing, to proactively generate more new opportunities
