Case Industrial Services

Customer Challenge

Customer needed to increase service sales volume by 20 %. However after some time, concept owners realised that the sales projects are not proceeding as planned, sales people had difficulties in moving the sales projects forward and qualify the most prospecting projects

Solution provided

Customer Centric Selling Europe was asked to support in designing the sales process and implement the philosophy for service engineers and service managers internationally in order to provide them commercial capabilities and enhance sales skills.

Benefits

Immediate impact and high motivation as well as organisational commitment towards value added services. Concrete value after 8 month of the start was 10 % increase in sales revenue, decrease in sales cycles from 12 month to 8 months.

Why CCSE?

There was a proven method that could be applied to support service sales. One of the key success factors was the CCSE capability to engage the service people and provide concrete tools to implement the concept.