Driving Results for Clients

With shifting customer conversations and a maturing industry that has led to increased competition, iProspect was looking to be more proactive with their customers by truly understanding their business challenges and providing solutions naturally to add more value.

iProspect implemented a blended training program for the new Client Service Leadership team that was agile, scalable, and highly relevant with its customized design. It was implemented to equip the team with process, strategy and consultative capabilities.

To enhance the customer experience and evolve sales practices from demand fulfillment to demand creation, Cargill launched a Sales Effectiveness initiative aimed at improving selling efforts across the world. This initiative intended to maintain Cargill’s number one position, expand market position, grow shares of business in key accounts, and increase margins to drive profitability.

Working with Richardson, Cargill evaluated its existing sales processes, compared strengths against best practices, and established a sales cycle that would resonate among all teams. Richardson worked with Cargill to customize a curriculum to train salespeople to effectively engage, sell, serve, and retain customers, as well as train sales managers to coach and train sales leaders to lead organizations. Additional goals included delivering rapid value to the organization in three main areas: customer satisfaction, market share, and overall financial return.

Learn how Waters increased revenue by improving the way their sales teams engaged with their buyers with an insights-based selling strategy.

Across 120 locations globally and in 9 different languages, the Richardson team built skills to help Waters differentiate themselves from their competition, create value for a diverse group of decision makers, and ultimately win more business.

Drive growth faster than the competition by targeting above-market share growth attained through superior customer service to gain a greater share of customers’ business.

To directly improve gross margin and market share, Ferguson and Richardson implemented a program that developed sales managers to coach on change and follow a consistent sales management process to create higher performing sales teams.