Intense operates in a highly technical field so there is a tendency for front line staff to focus disproportionately on the technical featuresof a product, at the expensive of sales progressions
"We have successfully worked with Improve Consultancy on a number of projects to focus the team on the Buying Cycle, how to effectively manage the Steps of Sale and bring real problem solving solutions to prospects in a timely fashion.
The work has not just focused on the sales executives but also on the engineering and programs team, to ensure they understand the Step of Sale process and are aligned with the sales team - giving a coordinated approach to the art of selling. Integrating Improves models into our business has helped Intense grow sales by 58% in the last year.
Improve has helped us focus on reducing the sales cycle by understanding each step and what it takes to take a prospect from one step to the next. Having taken our European team through the training we are now planning to roll this out to our international teams to ensure a common
language and consistent performance.
The benchmarking of competencies, analysis of behavioural techniques and how to use these effectively in both the sales cycle and with internal and external meetings has been invaluable."
Chris Baker
VP Group Sales and Marketing
