Leading the transformation of 33,000 sellers and 4,000 sales leader is no simple task. In an environment with fierce competition, flat revenues, and a large portion of revenue coming from a concentrated number of clients, the sales organization needed to expand their relationships outside of IT, and to build the skills to be confident and compelling when speaking with executives.
Using a hybrid delivery model and two key learning partners, IBM built a financial selling program where participants would attend a virtual webinar series to better understand their clients and industry from a financial perspective, and to prepare for a face-to-face workshop. Participants would use our software platform to help build their executive messages and attach business outcomes to their solutions.Contact Us
IBM received the ATD Excellence in Practice award for their selling program because they proved fantastic results. Headline results include a 907% ROI on the program, made up of $74M in new business identified, $44M in new business closed, and $64M in existing business closed faster as a result of the program.
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