Industries Case Studies

Case Studies

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Industry

Weir

At Weir Group PLC, the future is now. As one of the world’s leading engineering businesses, Weir is on a mission to make its customers’ mining and infrastructure operations more sustainable and efficient. Leadership recognized the need to transform from a features and functionality mindset to one rooted in value. They needed a proven way to determine what customers truly valued, drive consistency in the sales process and improve the customer experience. In 2021, Weir’s leadership implemented the ValueSelling Framework® with a structured rollout across all Europe and METCA teams, learn more.

Results

25% faster sales cycles
21% increase in revenue
25% improvement in adjusted operating profit

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SaaS / Technology / Telecom

Agillic

An emerging, cloud-based marketing automation platform company need greater forecast accuracy. The company’s entire value chain—from executive team, Board members, pre-sales, product, customer engagement, professional services—adopted the ValueSelling Framework® and are well on their way to meeting their triple-digit revenue growth goals.

Results

Lead conversions improved from 25% to 40%
Realistic and accurate forecast for sales leadership
Seamless hand-off leads to better client service

SaaS / Technology / Telecom

Cablebahamas

Cable Bahamas was transforming itself from a commoditized “TV company” to a custom solution provider and needed a sure-fire way to develop greater customer intimacy. They implemented the ValueSelling Framework® sales methodology, which resulted in the sales team exceeding targets, strengthening relationships with top echelon customers and uncovering more opportunities.

Results

107% of sales goals in FY 2020, remarkable given the negative impact of Hurricane Dorian (September 2019) and COVID-19 pandemic (March 2020)
Commercial cable business 182% of quota
Mobile business 155% of quota

Business Services

Cac

In hyper-growth, an engineering and energy services firm was looking to operate more efficiently and effectively with a strategic sales approach. The practical ValueSelling Framework® sales methodology was easy-to-understand and replicate, helping the sales and engineering team focus conversations on customer value.

Results

Higher win rates
More time spent on winnable business via a stringent, qualification process
Broader solutions for all stakeholders

SaaS / Technology / Telecom

Emplate

One of Denmark’s most innovative IoT companies provides a mobile communication channel for shopping malls to increase foot traffic. Invited to “inspire” prospects, the presentations led nowhere. To jump-start the conversations and start winning business, the entire sales and leadership team adopted the ValueSelling Framework®.

Results

In 6 months, order size increased 9x
Average order size has grown 10x YOY
Solutions sold rose from 1 to 10

Business Services

Legal

The doeLEGAL team sought to accelerate growth. By using the ValueSelling Framework® for more precision in value-based messaging, doeLEGAL began implementing higher-performing inbound campaigns to drive more leads and support the sales effort to win against the competition and unseat incumbents.

Results

3x increase in RFP wins
300% increase in demo requests
100% increase in website engagement via campaign email calls to action (CTAs)

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SaaS / Technology / Telecom

Evergage

How are sales leaders solving their pipeline conversion challenges? The CRO at Evergage knew the key to drive revenue was to adopt a common language and a simple, yet rigorous, qualification process. He was right. In the span of a fiscal quarter, the sales team drove real results with the ValueSelling Framework®.

Results

Largest quarter in the company’s history
50% of the enterprise team was 150% or more over quota
The entire sales team crushed their numbers 4 days prior to end of quarter

Business Services

Force3

A network security company was running against numerous competitors that sold the same commoditized products to US government agencies. Instead of competing on price, they became a leading value-based government service provider, cultivating long-term relationships by using the ValueSelling Framework®.

Results

Services business tripled in growth
All time high Customer Net Promoter Scores
Company-driven products/solutions are more than 50% of total revenues, industry average is 25%

SaaS / Technology / Telecom

Hanzo

Hanzo, with its suite of AI-powered investigative technology, knew that adopting a single process and methodology would make the team more productive. For closer alignment, the sales and marketing teams learned the ValueSelling Framework®, enabling a common language focused on customer value, and now Hanzo delivers a seamless customer experience.

Results

Qualification became 2x faster
Time to close decreased by 50%
Tenured reps exceeding previous year by as much as 350%

SaaS / Technology / Telecom

Hitachi

Hitachi Vantara needed a consistent sales approach to catalyze cohesion and accelerate revenue growth. They chose ValueSelling to unify the global team through a learning program that included eLearning, instructor-led training, monthly reinforcement and coaching to drive adoption. Within a few months of using the ValueSelling Framework®, they increased average deal value by the millions. By the end of the year, the team logged its best quarter in years.

Results

3x increase in bookings quarter over quarter
Reduced sales cycle time
Improved win rate

Hmh

Learning company HMH (Houghton Mifflin Harcourt) made the strategic decision to adopt the ValueSelling Framework® as the keystone to an integration that involved a common sales system, a common sales process and a common language—all focused on the customer. Bringing together 14 separate sales teams resulted in a global transformation:

Results

From product-centric to customer-centric
From core education-based to integrated solution-based
From content publisher to learning company

Jampro

JAMPRO’s transformation hinged on the adoption of the ValueSelling Framework sales methodology, coaching and ongoing reinforcement. Implementation of ValueSelling increased the team’s sales skills, enhanced team morale and established a training and development program that would support a high-performance sales culture.

Results

Capital Investments (Capex) – Achieved 100% of targets
Job creation – Achieved 128% of targets
Export sales – Achieved 88% of targets (an amazing feat given a fallout of operations in the bauxite/aluminum industry, a major exporting segment)

Kamstrup

A global manufacturer was expanding into the US water metering market with success dependent on transforming technical speak into business conversations. Hundreds of sales, marketing, and product management team members around the globe participated in a ValueSelling Framework® workshop and the ValueSelling processes were into the CRM system.

Results

Higher win rates with larger utilities
More rigorous assessment of opportunities to identify, advance, and close, faster
Poised for leadership in the US, which represents 50% of the water metering market

Business Services

Markettrack

To drive rapid growth, a leading provider of market intelligence solutions needed to increase close rates and better articulate its value proposition. Since adopting the ValueSelling Framework®, the company has quintupled its revenue. The organization successfully integrates newly hired and acquired sales executives and managers quickly with the ValueSelling methodology.

Results

33% increase in gross revenues
22% increase in productivity
In 2016, the firm had its best half ever

Business Services

Ncr

Senior leadership went all-in with the ValueSelling Framework®, training 600 sales reps in 6 languages with 21 ValueSelling workshop facilitators as part of the annual sales kick-off. Sellers immediately applied the methodology to opportunities in the pipeline while marketing and product teams created sales enablement materials fully aligned with the ValueSelling process.

Results

Sales team qualifying deals more effectively
Sales reps engaging in more meaningful conversations with decision makers
Bigger deals coming in faster

Business Services

Parallax

The young scientists and engineers of the Parallax team excelled at ideating novel solutions but fell short when it came to connecting the dots between the client’s critical mission issues and the broader business solutions Parallax offers. A value-based approach to managing conversations brought the teams together during the COVID-19 pandemic, facilitated greater customer engagement, and kept projects in the pipeline alive in an increasingly competitive market.

Results

Sustainable funding increases
4-fold increase in project pipeline through-put
Increased RFPs and won more recompetes

SaaS / Technology / Telecom

Paylocity

The ValueSelling Framework gave the Paylocity sales team a clear, concise and consistent method to manage conversations with decision-makers. Armed with a completed ValuePrompter, Paylocity’s account executives are educated and knowledgeable before a sales call with a prospective client. This executive alignment helps facilitate purposeful conversations with decision-makers that often push the deals “over the edge.”

Results

Significant increase in rep productivity, deal size and First Time Appointments (FTAs)
Exceeded quota in YE2019 and YE2020

Unox

A global designer and manufacturer of state-of-the-art ovens, which are supplied to the world’s top chefs, award-winning restaurants and high-end retailers, sought to extend its lean manufacturing efficiencies into the sales process. The ValueSelling Framework® proved to be the perfect solution with its inherent qualities of simplicity, efficiency and elegance.

Results

75% close rate
25% and 35% increase in on-site prospect meetings in 2016 and 2017, respectively
23.5% increase in sales and 29% EBITDA

SaaS / Technology / Telecom

Wildix

Wildix saw immediate results by aligning the sales and marketing teams around a common language and sales methodology — the ValueSelling Framework®. Leadership decided to share this easy-to-apply formula by offering ValueSelling training to its resellers. Now Wildix certified partners are empowered to qualify quicker, sell on value and grow their businesses with UC&C solutions.

Results

Secure more channel partners, faster
Offer a proven way to grow reseller business
Expand market share YOY