OUTFRONT Media Increases their Close Rate by 20%
The Results
20%Increase in close rate
2xGrowth vs. competitors over last 3 quarters
10%Revenue growth
The Challenge
OUTFRONT Media is one of the largest media companies in the US Nearly all of OUTFRONT Media’s Account Executives conduct their sales conversations by telephone and email. These forms of communication present a challenge because the company’s solutions are visual. This was a struggle for the sales organization and led to many transactional conversations.
Leadership recognized that Account Executives needed a better way to approach buyers who have new expectations in a world of competing digital solutions that leverage ROI and data rationale. Sales Managers within the company also needed to reconfigure their approach. While they were helping Account Executives move their sales forward, they didn’t provide coaching that developed long-term skills and critical thinking.
Watch the OUTFRONT Story
Our Approach
OUTFRONT Media partnered with Richardson Sales Performance to develop a blended learning sales training program that brought to life a new sales strategy based upon the tenants of Richardson Sales Performance’s Consultative Selling Framework. With this client-focused approach, Account Executives took the time to learn more about their clients and how their clients found them. They leveraged a thorough questioning strategy in which they learned the details behind the customer’s needs. Sales Managers participated in Consultative Selling and Developmental Coaching. They built the skill set to coach sales professionals to develop transferable skills, gain commitment to specific actions, hold people accountable for their commitments, and use data and observations to influence thinking.
Solutions that made this possible
Key & Strategic Account Management Training | Richardson Sales Performance
Discover how to grow key accounts with strategic account management training that combines a structured approach and set of supporting tools.
Solution Selling® Training Provides a Path Alignment and Sales Success
Discover how Solution Selling® training ensures sales teams do the right things, in the right way. at the right time to increase sales and revenue.
Consultative Selling Training Program | Richardson Sales Performance
The Consultative Selling training program drives sales team performance by training your team to take a customer-centric sales approach.
Real Deal Sales Performance Coaching from Sales Experts | Richardson Sales Performance
Richardson Sales Performance’s sales coaching services give your team access to experts to support and advise your sales team in situations when they need it most.
Manager Coaching Tools & Toolkits for Effective Coaching Sessions
Richardson Sales Performance's training toolkits are guides sales managers use in training reinforcement. Learn about the features & benefits of these manager coaching tools.