Voice Recognition Solutions Provider
“Trinamo helped us reinvigorate sales to underpin a strong engineering platform and help the company’s growth ambitions. Trinamo helped us focus on selling to the right sectors, hire the right people and implement key account management sales processes. The results speak for themsel
ves” CEOClient situation
A mature, engineering led solutions provider based in main land Europe, selling into two markets. Market 1 is mature and the client is the market leader but under pressure from US global market leader. Market 2 is emerging but the client is showing minimal activity and at risk of loosing opportunity to win early market share
Project goal
To re-assert position in market 1
To become market leader in market 2
Project delivery
An initial diagnostic focused on the key differentiators and target market opportunity for the client as well as benchmarkarking the business for best practice sales organisation and process. Specific deliverables included:
- A sales strategy and sales execution review
- Sales and Marketing action plain
- Placement of Head of Sales
- Recruitment of sales team
- Introduction of targets and compensation plans
- Implementation of Key Account Management
- Lead generation for markets 1 and 2
- Implementation of channel strategy for market 2
Impact
New Business Won up +93%,
Sales outlook for the year up +20%
1 Key Account won from US global market leader
