Table of Contents
Challenge
Our customer, one of the market leaders in water dispensers, wanted to enter new customers segments: Health Care and Manufacturing.
The challenge: only a few sellers in one European market had deep expertise in selling to these segments.
Approach
Therefore, we co-developed two segment-specific playbooks and launched a CRM-based sales campaign, supported by specific learning journeys and targeted coaching.
Cold-calling days during trainings generated immediately new meetings and were prepared on the next day.
Result
Each salesperson secured on average 2-4 decision-maker meetings and 13 follow-up opportunities during the training. Within three months, two rehabilitation clinics were won and a seven-digit pipeline was created. ROI after 12 months: 9x.
What really moved the needle: thorough preparation combined with a sales campaign-based approach and first successes created already in the training.
