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Advanced Ways of Selling


Create a customized selling way in B2B services

COMPANY: Leading player in employee benefits services

YEARS: 2017-2020

MISSION: Create and formalize a proprietary selling way to help boost performances on client acquisition and development.

Very decentralized culture with a high degree of autonomy granted to local
subsidiaries, leading to very heterogeneous practices, with a limited leverage of best practices across markets.

Hands-on approach starting by identifying and assessing internal best practices in
each of the 7 key stages of the sales process, to make deep dives with 6 selected
subsidiaries, to confront internal staffs with external best practices in ‘acceleration workshops’, which led to the design of a truly proprietary selling way, formalized in a practical ‘playbook’.

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