Case Studies

How are companies transforming their sales strategy and organization to meet the needs of today’s business environment? Here’s what businesses are doing in the real world.

Working together to deliver growth

June 26th, 2019 by

How L&D can support sales transformation by collaborating with the sales leadership team. In this case study, RS Components Director of Learning and Development, Ian Wearne explains how L&D, sales leadership and salespeople collaborated to create a sales development programme that is transforming employee engagement and sales performance. In keeping salespeople at the top of their game, learning and development… 

Sales coaching for the digital age

May 18th, 2018 by

How Big Data-Driven Coaching has been boosting win rates. Maintaining a position of pre-eminence in the highly competitive IT industry requires leaders to adapt to changes in the business landscape more rapidly than the competition. Continued success also relies on the development of innovative sales enablement techniques that boost performance, help meet customer needs and achieve bottom-line results. Digital Transformation… 

Challenged to transform

May 18th, 2018 by

We talk a lot about transformation but how often does training involve genuine transformation? In the case of global software and services giant SAP there was an urgent need for a thorough transformation in the way the organisation sold, driven by major disruption in the market caused by the migration of IT systems away from an on-premises model onto the… 

Moving customers beyond bias

March 26th, 2018 by

SAP’s D&I strategy seeks to build a more inclusive workforce and better business results. SAP is in an industry where the pace of innovation separates the winners from the losers, and a greater variety of insights and experiences leads to new ideas and innovations. We recognised this need and embarked on a strategy to ensure we were drawing on and… 

A measured approach

April 25th, 2016 by

Two years ago Urgo Medical’s UK business embarked on a sales transformation. UK managing director Justin Cole maps out the journey. Ours is a market in which suppliers cannot easily influence the total demand for the sector’s products: that’s a function of the clinical requirement for the treatment of wounds, and hence the need for dressings and compression stockings in… 

Big data just got useful

April 11th, 2015 by

From online shopping outfits to industrial conglomerates, airlines to pharmaceutical companies, businesses of all shapes and sizes are tapping into the immense resource that is business intelligence. No more do companies have to rely on out-of-date information on which to base key business decisions. Casey Stengel, the 1950s American Major League Baseball outfielder, famously said: “Never make predictions, especially about…