InsideSales is a sales platform used by large, global companies such as American Express, VMware and Dell.
The brief
To build a sales process & improve sales rep performance
InsideSales lacked the manpower and capacity to grow its operations, with one technical consultant and two customer success managers, simultaneously running programmes for multiple clients.
It needed a European partner who understood Customer Relationship Management (CRM) systems, had sales experience and could deliver sales training to reps with proven success in software implementation.
Challenges included limited championing of the software implementation; technical consultants who struggled to understand their role in sales; and updating internal sales practices relating to change-resistant clients.
Our approach
Support sales rep training & improve sales processes
We supplied Penguin consultants who supported the implementation and technical training of InsideSales software among its sales reps and sales managers.
We built sales processes, using the ‘top performer’ model, plus increasing reps’ awareness of the wider sector and integrated with existing ways of working.
We also designed sales scenarios (plays) that helped reps increase their sales success rates. We provided insights on how to increase reps’ selling opportunities by reducing their admin load through automating their processes.
Our performance
InsideSales is still running this programme and business performance figures are covered by an NDA with InsideSales as their preferred supplier.
ServiceSource
Hoist Finance
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