Sales and Business Development Case Studies

1. Building a Consultative Sales Force
The largest global office furniture manufacturer recognized that in order to meet their long-term sales growth goals, their sales force would need to change the way they engage with existing and potential customers - moving from a transitional selling process to a consultative selling process...
2. Sales Reinvention
One of the Midwest's largest food distributors identified that its route driver model had allowed them to become successful, but they were being increasingly commoditized by competition and other service providers...