Case-study

What processes and knowledge should the sales team have for selling transformation projects?

Business Development Manufacturing & Automation Industry

Transformation Sales Transformation Sales

Problem

AutomationCo. wanted to renew its sales process to advance the company on the path of becoming a digital transformation partner for its customers. In order to be successful, AutomationCo. identified that its sales process needs to evolve from product-based selling to consultative-based selling.

Outcomes

3X

More effective pre-sales research process

25%

Higher engagement in customer meetings

Situation

AutomationCo. primarily sold standalone products to its customers and it had never actively prepared for selling enterprise-wide transformation solutions. As the company sought to sell enterprise-wide solutions, it recognized the need to evolve its sales process into a consultative-based selling method. To approach this opportunity in a structured way, AutomationCo. wanted to create and standardize the preparation process across its entire sales team.

AutomationCo. utilized Sprintly team, to accelerate the development of its new sales process for enterprise-wide transformation solutions.

Key research question

Key questions of the project were:

Q1. What should be the new way of selling transformation projects?

Q2. What new processes and knowledge should the sales team be provided and trained for?

Our approach

The project was executed in three phases:

Phase 1: Internal best practices assessment

The Sprintly team initiated the study by interviewing senior executives at AutomationCo. to understand customer decision-making criteria from their experience. Based on these insights an initial pre-sales process was created.

Phase 2: Understanding customer’s digital maturity

During this phase, the customer’s current digital journey was mapped with a focus on key ongoing digital initiatives. This brought awareness about the customer’s current digital environment to AutomationCo.’s sales team. Next, the Sprintly team created a pre-sales meeting, customer research methodology for AutomationCo. sales team.

Phase 3: Evaluation and development of consultative-based sales process

Finally, Sprintly team developed a sales framework for enterprise transformation scenarios. The framework was designed to work as a preparation guide for AutomationCo. sales team to aid in customer meetings.

Results

Sprintly team provided AutomationCo. with an innovative training tool for its sales team to enable them with a consultative-based sales method. These solutions accelerated the progress of AutomationCo. towards their next step and increased customer engagements sales meetings.