Background
They were looking to expand their market beyond hardware and consumables and include both support and professional services in their portfolio. They had invested a considerable amount of money and needed a positive return on their service assets.
Sales challenges
Needed to be able to target exactly how the services they added to their portfolio impacted their customer’s operations and sell more with a value focus.
Solution
Working directly with the Vice President of Services and his key staff members, Pretium developed a customized, exercise intensive workshop to teach their service sales force how to identify and communicate the operational benefits that their services directly affect.
Results
They became better able to position services correctly in the sales process and articulate a much higher value proposition for them, resulting in a 30% increase in sales.