Moving Spectrum Enterprise Sales to The C-Level
Spectrum Enterprise 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.
Kodiak Group designed a program tailored specifically for the Spectrum Enterprise 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 were impressive. The region that piloted the program finished as the #1 field sales team. They doubled the number of winners achieving Sales Club from the previous year. The program has been adopted company-wide and results continue to grow.