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Case Study

Moving Spectrum Enterprise Sales to The C-Level

The Challenge:

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.

The Solution:

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.

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