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
