SALES & REVENUE ENHANCEMENT:
FINANCIAL SERVICES
The Company
A $1.5 billion provider of outsourced financial services to leading
financial institutions such as J.P. Morgan Chase, AmSouth and Fifth
Third Bancorp.
The Situation
Two flagship financial service products are trending downward and in danger of
not meeting revenue goals for the current year and beyond.
The Challenge
| Product #1: |
Achieve License revenue of $9.1M in current year
and $15.4M in next
year
Achieve Consulting revenue of $7.4M in current year and $10.5M in next year
|
| Product #2: |
What would be a deployable Value Proposition that compels prospects
to buy this product?
How can we more effectively and efficiently Prepare For
and Present this product
to realize a 20% improvement in “making the cut”?
Identify and recommend effective Sales Tools to contribute to improved product
sales |
The Results
- Both WorkOuts positioned the
sales engine to meet or exceed the $30M sales target for the flagship products
the following year
- Sales increased significantly for the targeted flagship
products
- A new Customer Relationship Management tool was implemented
- The sales process was restructured for increased
sales productivity
- A next generation product, based on WorkOut session
recommendation, allowed Company to maintain and
also capture a greater percentage of the market
- Client commits to making the WorkOut process
an ongoing improvement activity beyond the pilot
stage
|
