Otis Elevator Co.
Needed to improve probing strategies/skills of salespeople.
Need: Sales Strategies & Skills
Solution: Designed model for using open-ended questions in selling cycle. A video supported program with print materials. Included demos and practice.
Product training needed for sales force.
Need: Sales and Product Education
Solution: Created sales model and self-paced program: product, applications, markets, and selling strategies & skills.
Wanted state of the art CD-ROM for promoting new products.
Need: Interactive, Multimedia Product Promotion CD-ROM
Solution: Developed an interactive CD-ROM including introductions to hardware & software products, with links to a technical library, a Software Center and the World Wide Web.
Pitney Bowes & Ingersoll-Rand
Complex product made it difficult for sales reps to solve customer problems without help of specialist.
Need: Interactive Product Configurator & Problem Solving Sales Aid
Solution: Created model of expert doing configuration process, including pricing. An easy to use interactive aid was developed that sales people could use to configure and price customer solutions.
Marketing had little control over sales activities and results.
Need: Major Account Management
Solution: Developed system for managing sales – planning, selling, reporting and reviewing performance.
Shared Medical & Unisys Corp
Sales organization was not performing well.
Need: Sales Organization Change Study
Solution: Reengineered the sales group by completing a performance analysis with recommendations for producing the productivity improving changes.