Global Distribution

Implementing a New Sales Strategy

Need

A global electronics distribution company wanted to implement a solution selling sales model for its North American business. The sales team of 800 people, located in over 40 locations throughout the United States and Canada, was very senior and managed mature accounts where the sales model was usually repeat business with predictable growth.

Additionally, the corporate team was interested in standing up an IoT offering that capitalized on its extensive investments in the IoT technology stack with both organic capabilities and strategic partnerships.

Services

In support of solution selling, our coaches designed and managed a 90 day pilot program in one region to create the program with defined terms, established partnerships, initial processes for sales, pricing and delivery of a range of solutions that fit company capabilities and customer needs.

In support of IoT development, we facilitated a series of workshops with an integrated planning team comprised of senior leaders from across
the enterprise (sales, finance, HR, digital team, marketing, and strategy) resulting in a charter for the establishment of an IoT business unit.

Outcome

Solution Selling: At the end of the 90 day pilot, sales in the pilot recorded a 2% quarter over quarter lift in profit and the closed several long-term solution deals – the first deals of such nature in the company’s history.

IoT: The IoT Foundry established the protocols for delivery of an array of IoT offerings and the creation of an IoT business unit that is delivering IoT products and services to customers across North America.

Strategic Planning

The world is being disrupted by technology. That is well-known, but what to do about it. Every company is planning for the future, but most are finding it difficult to execute on these plans, while simultaneously operating their business and delivering on the current value proposition to their current customers today.
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