CASE STUDIES
“These days, the sales race isn’t to the swiftest.
Just the smartest.”
— Philippe Le Baron
Case Study # 1
BEFORE:
At a small advertising business in Charlotte, NC, owner dismissed 3 experienced cold callers who were not performing to standards after 3 months.
One new sales rep was hired with more customer service background, though not as experienced a cold caller; target was 40 calls a day.
After one month on the job, the new rep’s ratios started to decline. She was making fewer calls per day; the number of appointments collapsed.
ACTION:
LB4G Consulting was hired to coach the rep on cold calling, and coach the sales manager to support her. LB4G conducted one conversation with the owner, one 2-hour session with the rep, with 2 more conversations with the owner.
AFTER:
Ratios picked up again one month later. Rep now makes 60 calls per day, appointments are increasing, business is transforming with the rep calling higher and selling more value added solutions to her end clients. Owner is transforming into a 1+1+1=4!™ sales manager…
Case Study # 2
BEFORE:
A new consulting services line in Europe was struggling in all non-UK countries, because of critical mass and cultural issues. Previous results indicated that Continental Europe was only generating 1/3 of the consulting business; there was a lot of untapped potential. Everything else was UK.
ACTIONS:
LB4G created a sales development and coaching program to address these issues, and hired an external team of five subcontractors to execute a Consultative selling transformation for Sales Management and for Sales reps in Italy, Germany, France, Iberia and Eastern Europe, to help build a productive Services Sales management and services sales force.
AFTER:
Consulting business grew 100% in pure consulting services revenue, out-delivering even UK revenue. The team grew from seven reps to 40 reps with six new services sales managers. The program received acclaim, the 20 sessions delivered attracted more participants every time, and an extra session was requested in Washington, DC for the Federal Division, as still more sessions were subsequently requested
Case Study # 3
BEFORE:
Client had signed a distribution agreement with Dell worldwide to market to small and medium-sized businesses with new medium range products that were not picking up enough momentum internally. But Dell business model was at the other extreme (commoditization) of the client’s own business model (innovation). They did not know how to sell the value of their products.
ACTIONS:
Philippe led a Dell development program for Switzerland, focusing on training the Dell sales force on the client’s value proposition, generating demand through cold calling campaigns (“power hours”), and going on actual customer calls with Dell sales reps.
AFTER:
80% of Dell sales reps closed at least one new business project. Pipeline doubled year-over-year, revenue grew 100%, 14 competitive swaps were won. Philippe was subsequently rated best speaker in Zurich at the DELL yearly customer event.