Reduced Sales Cycle by 50%, Improved Win Rate 30%

Challenge:

  • Sales was overwhelmed with the breadth of products and technologies they needed to sell
  • Traditional new product launches provided too much product information and little context

Solution:

  • Created Selling Briefs – focused on key activities needed for the first sales call
  • 1 page, 1 side  with  practical language only
  • Revised new product launches and sales training to do the same

Results:

  • More immediate sales engagement
  • Reduced training segment from 2 hours to 20 minutes
  • No salespeople were overwhelmed
  • Selling briefs became a global standard sales tool at Rockwell and Belden