Case Study: Reply Ltd.
Maximizing business potential through technical experts
How to navigate a technical complex sale process to win new opportunities
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Pounds of potential work added to the pipeline within the first 3 weeks of the first training session
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Times increase in sales meetings set up.
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More confidence in meetings using the trained Q.U.I.S.© methodology
01.
The Brief
Reply Ltd are specialists in designing and implementing innovative solutions in the Digital Services, Technology and Consulting fields particularly business integration, enterprise architecture. They are trusted by public and private sector organisations alike to solve complex problems and work with large organisations, from the Ministry of Defence to Marks & Spencers.
Enterprise Architecture is a technical complex sale and the end users are knowledgeable about the technical arena. This often means that the best person to sell to them is the technical expert, as opposed to a more junior salesperson.
Sales training had been provided in past but not been bought into by the Reply team and the leadership team wanted to put in place a sales process (end to end) to support the growth of the business and utilise the great strength of the technical experts in the sales cycle.
“Following the SBR Consulting training we improved the quality and quantity of meetings by about 50%. Our guys were really energised to do what they previously thought they couldn’t sell.”
Lucia Andreucetti
Commercial Manager of Reply Ltd
02.
The Approach
It was essential that the team truly understood the whole picture at Reply: the environment, what was working and what needed to be improved. The programme involved seven key players, all who are client facing technical experts. The team spent two days onsite meeting each person, researching the current processes.
The dilemma was whether to employ a number of more experienced salespeople, or train the senior technical managers to become more proactive at business development. By choosing the second option the issue went beyond just developing sales skills and sales confidence, and included cultivating an effective use of time, as the best architects are already billed out for much of their time.
The team then created a High Performance Sales Habits Programme for the key players which focused on mapping each of the current clients and then proactively building relationships beyond the few main contacts. The objective was really to meet with key people, listen and understand the relevant areas where Reply could add true value.
03.
The Results
The new Reply Ltd. brand:
