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Case Study

Moving TWCBC sales to the C-Level.

The Challenge:

Time Warner Cable Business Class (TWCBC) is a leading provider of communications technology and cloud services to the business segment. They wanted to take a sales team of transactional sellers and develop a repeatable sales process that would guide them on how to have a business conversation with C-level executives rather than a telecom conversation within IT. They found the right partner with Kodiak Group.

The Solution:

Kodiak Group designed a program tailored specifically for TWCBC’s sales team. The new program included elements of research and call planning, discovery, and leading an interactive executive-level meeting.  Most importantly, the program culminated in an Executive Sales Conversation Framework that allows for flexibility and customization for each customer meeting, yet remains a consistent approach and message to the market.

The Kodiak Impact:

The results from the program have been impressive. The region that piloted the program finished as the #1 Field Sales Team in the country for the first time ever. They doubled the number of winners achieving Sales Club from the previous year and the results continue to grow.  The program has been adopted company-wide and is being launched across the new Charter Communications Spectrum business sales organization.


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