A large international manufacturer was just not selling enough enterprise software. Their well-deserved reputation in manufacturing was not helping them move product. Furthermore, the number of dedicated software sales reps was dwindling. A quick analysis of their marcom and sales approach revealed their hardware "speeds and feeds" orientation. Lost amongst all the features and techno-babble was any notion of what was in it for the customer.

What we did!

Understanding what's in it for the customer is crucial if you really want to move product. We developed and articulated a value proposition based on the business impact realizable with their software. We rewrote every spec sheet and brochure from the business value point of view. In addition, we developed new sales training that emphasized solution selling and consultative sales techniques. As a result, they held their own in a down market with fewer reps on the street.

Software sales doubled!