Brief

The company's strategy was to leverage its hardware sales by selling services.

Successful execution of the company's strategy required its sales professionals to access new buyers within their existing clients by migrating from the technology buyer to business buyers. This meant that the sales force had to develop a deeper understanding of how the company's technology services could help these business buyers improve revenue and profit growth.

Solution

• Trained client service teams in how to sell services as well as products.

• Worked with the company's top 50 account teams to develop a new and improved client coverage model for mid-tier accounts.

• Coached the sales professionals in the development of 50 client relationship plans.

Results

• The company improved its returns to above the industry average.
  
  
• The program was expanded to 200 global clients in a second phase of the project.

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