Equipping the Sales Force to Close More Deals in the Pipeline

Equipping the sales force to close more deals

Business Challenge

As the end of the year drew near, the Advertising division of our client realized substantial deals were in the pipeline and sought ways for their sales force to close these deals before year-end.This was critical to ensure their programs were included in the following year’s advertising budgets. Although their pipeline looked promising, executives wanted to ensure their sales force was equipped with the tools they needed to get in front of their customers and close deals, as well as get ahead of the selling curve in the new year. The company engaged Symmetrics Group to develop a tailored program that would address these needs.

Symmetrics Group Approach

Symmetrics Group worked with the client to uncover current challenges amongst the sales team through extensive discovery interviews. We then developed and facilitated a customized “Closing” training module that helped the client:

  • Get to “yes” faster
  • Be more direct, yet remain consultative
  • Reach the key decision makers/teams/influencers/brand quicker
  • Demonstrate client value with every interaction in a competitive marketplace
  • Shorten the sales process

Additionally, we developed and facilitated a customized training module on “Questioning Deep Dive and HBDI” to teach the sales team how to:

  • Use the Hermann Brain Dominance Instrument to uncover their customer’s thinking preferences
  • Employ questioning techniques that align with thinking preferences for better results
  • Apply these concepts throughout the client’s sales process
COMPANY BACKGROUND

Our client is the leading online resource for comprehensive information about physicians and hospitals. The Advertising division helped consumers find, connect, and communicate with doctors about conditions, treatments, and wellness. Their advertising solutions reached, motivated, and measurably influenced behavior through proprietary content and tools that reach the largest audience of consumers right before their doctor discussion and treatment decisions (37 million consumers/month).

MEET A TEAM MEMBER
CRUCIAL TO THEIR SUCCESS

David Szen – David is a principal with Symmetrics Group and master facilitator. He applied his deep expertise in closing and discovery skills to this particular engagement.

David Szen
Sales Consulting Case Study

Client Testimonial

“Symmetrics Group gets it. Custom developed sales training that’s tailored to our unique needs and designed to deliver an immediate impact…they hit the mark perfectly.”

Group Vice President, 
Consumer Markets

Sales Consulting Testimonial
The Multigenerational Sales Team

More effectively leverage talent across generations who think, sell, and buy in vastly different ways and overcome generational obstacles to drive improvements in both individual and organizational performance.