 ABI
Applied Biosystems is a technology leader and driving force in the changing dynamics of the life science marketplace. When ABI and its Proteomics and Small Molecule (PSM) division for its Asian operations approached KeyRoad Enterprises, the group wanted to bring baseline sales training to the business development team to ensure the group would meet their revenue targets while differentiating themselves from the competition through their sales process.
Fortiva
Fortiva is a provider of on-demand email archiving solutions for legal discovery, regulatory compliance and email storage management. “Prior to CCS, the sales team was following no consistent selling discipline and therefore had limited effectiveness,” noted Rennick. “With CCS we drive the process versus always responding to customer requests – the end result is much more efficient and productive use of our time.”
Roundstone
At Roundstone Systems, we believe that you should get what you pay for, and realize real business value from all of your investments, especially those made in Information Technology. “We needed to switch our selling methods to a more customer-focused approach, to establish a common language to debrief our selling activities. A disciplined selling engagement roadmap served to arm our reps with process and tools to more effectively prospect and engage in business conversations without talking products, speeds and feeds, or demos,” added Mark Sessions, VP Sales and Operations.
Pronto Connections
When Pronto Connections first met KeyRoad Enterprises, LLC, they had three goals:
- Grow the company revenue by 20% a year for the next three years.
- Grow by acquisitions if/where it made sense.
- Bring all sales executives to generate $750K on new business per year.
“Working with Philippe Lavie, KeyRoad president, has made a world of difference in our ability to generate our expected revenue”, says Ringwood. “We now have:
- A sales engagement process that mirrors our clients’ buying cycle
- A series of templates for our prospecting activities (referral and cold)
- A sequence-of-events template to help our client in their buying decision process
- An internal pipeline grading system to manage our sales force activities
- An external support for our sales force to use in their daily sales activities”
Finally”, says Ringwood, “we can directly attribute closing over $1.5 million in the past 60 days to the work we are doing with KeyRoad. We are likely to finish ’07 with 45% growth not 20%!”
OpSource
Recognized leading provider of SaaS solutions, OpSource has implemented a KeyRoad-customized CustomerCentric Selling® workshop to align the entire sales force and sales activities along a common vocabulary, a common client engagement roadmap and discipline, and implement selling best practices.
OpenTV
KeyRoad worked with OpenTV to modify its sales structure and tailor its messaging and sales training materials to conform with the company’s specific needs and target markets. Results: OpenTV achieved a more efficient way to address new markets; better qualification of prospects; enhanced pipeline management; and a more motivated sales team.
Quova
As a result of KeyRoad-provided methodologies, workshops, and advisory services, Quova now enjoys a more effective way to allocate resources to sales activities; consistent sales messaging that ensures that all sales staff are on the same page; better qualified prospects; and a 45-percent increase in its average transaction value.
R. Torre and Company (Torani)
Through workshops and coaching, KeyRoad taught R. Torre and Company how to proactively qualify sales leads; assess progress on opportunities; document and apply consistent best practices; and better utilize its sales force.
AgraQuest
During 2003, AgraQuest was able to directly attribute $500,000 in revenue to what it learned through its experience with KeyRoad. Through workshops with the entire worldwide sales force and consulting with the firm’s executive team, KeyRoad helped AgraQuest dramatically increase qualified sales leads in its pipeline and increase sales forecast predictability by 75 percent.
Pronto Networks
KeyRoad helped Pronto reframe its sales messaging to speak directly to its prospects’ pain points. What’s more, Pronto is now able to fill its pipeline with better quality leads.
L-3 Communications Infrared Products
With a focus on improving corporate and channel sales, KeyRoad helped L-3 achieve: 1) a consistent, repeatable sales process; 2) the ability to take advantage of existing contacts to access other executives; 3) the ability for sales people to diagnose prospects’ problems and talk intelligently about how L-3 offerings address identified issues; and 4) a pipeline grading system that facilitated easier and more reliable sales forecasts.
Escend Technologies
After working with Escend and implementing training, KeyRoad helped the firm significantly increase its ability to forecast sales and boost the response rate for its prospecting campaign by 300 percent. In addition, it closed one of its largest deals within three months of the training.
AtStaff
As a result of workshops targeting direct sales and inside sales, KeyRoad helped AtStaff better qualify prospects earlier on; improve control of the sales process through clearly defined events; enhance forecasting; and significantly increase prospecting call volume.
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