Case Study: 101 Ways
Developing a sales mindset in a professional services firm
101 Ways needed to be able to tell people their stories and develop more of a sales mindset
1
%
Increase in customers
0
A common language when it comes to pipeline, opportunities and being qualified
0
Sales Motivation mindset and behaviours is now embedded
01.
The Brief
101 ways help technology leaders solve challenging problems and build great digital products. The company needed to improve their sales capability because they didn’t consider themselves to have any salespeople in their organisation.
Their customer mindset was to say they’re not salespeople and that they are just good at what they do and want to help. In their previous year, they only had 3 new customers. They thought that if they do a great job, people will come to them.
101 Ways needed to be able to tell people their stories and develop more of a sales mindset.
We’re here to help our existing customers and to network with potential prospects, but the only way we do that is by putting ourselves in an uncomfortable situation, learning new things and making it stick. This team understands us, are transformative, and definitely a partner.
Zane Gambasin
CEO of 101 Ways
02.
The Approach
The team took the time to understand 101 Ways, get to know what their ethos is and what their culture was instead of jumping to conclusions. They asked the right questions so that they could understand what 101 Ways’ problems were so that they could apply the right tool for the job
They found that 101 Ways were good at some of the basic processes and systems but lacked Sales Motivation. They didn’t want to be seen as stereotypical salespeople. By giving 101 Ways a common language when it comes to pipeline, opportunities and being qualified, everyone in organisation now says the same thing. Sales Motivation mindset and behaviours is now embedded and there has been a huge increase in sales.
03.
The Results
The new 101 Ways brand:
