Client Overview:
Damaged relationship with key customer needed to be restored.
Situation:
- Client was unsuccessful on a large tender they expected to win
- Senior management inquired if their sales staff was effective in the customer category management processes
- Relationship with customer became strained
M+C Approach:
- Reported on the key gaps in the client sales process
- Facilitated lessons learned session with client and key customer stakeholders
- Delivered training to sales on how to be more successful in the mature and contemporary category management process of customers
Results:
- Client required all senior sales staff to attend the M+C training
- Sales plans and process were modified from learning of training
- Relationship was restored with key customer
What our client has to say:
“Best sales training.”
"Our strategic accounts had lost a significant tender and damaged our relationship with a key customer. M+C showed us how that loss was associated with our gap in understanding how contemporary procurement processes work within our clients. They trained our strategic account managers on how to improve our sales methodology to enhance our chance of success. During the process M+C helped repair our relationship with the customer. The feedback on the training was excellent, the best sales training I have ever received."
