Success Stories
We work hand-in-hand with our clients to grow their business, and we have the success stories to back it up. After working with CPS, our clients typically report that their revenues grew 100 to 500 times the amount that they invested in CPS.
A newly implemented strategic account management program paid early dividends for this capital equipment company. An early success demonstrated how internal collaboration harnesses a single-minded purpose, mitigates coverage ambiguity, and leverages resources to grow sales within key accounts.
"We brought value to our customer by problem-solving, not product-pushing." After adopting a new account management program, this billion-dollar capital equipment distributor changed its focus from transactions to accounts. Cross-company collaboration now channels ideas on how to make the customer more successful. And elevating client relationships to a more strategic level has been instrumental in several customer wins.
Account Management Program Prompts New Value Proposition, Greater Customer Share. CPS designed a Major Account Management Program for this major capital equipment manufacturing and distribution company to help cross-company sales teams create winning strategies for their key accounts. The new program focuses the sales effort on customers' most critical needs, and provides decision models to quickly and accurately assess opportunities and an effective means for documenting and communicating major account strategies and account plans. An early success resulted in an expanded business relationship that is expected to generate almost $1 million per year in additional sales.
Harvesting New Opportunities to Serve Existing Customers. Find out how a leading customer data integration company used CPS processes to increase penetration in their major accounts and position the company as a long-term strategic solution partner.
Creating a New Sales Culture Improves Company's Opportunity Pipeline. Inventing a sales culture introduced unique challenges for the leaders of this newly formed company. Faced with a very diverse blending of personnel, the leaders of this company realized they needed help in developing a common communication methodology and forecasting discipline.
Energy Services Giant on Track to Cut Costs, Improve Efficiency with Asset Management Technology. A major software company engaged CPS to facilitate a collaborative effort on behalf of the software company, an energy services company, and a RFID subject matter expert to deliver a customized, efficient, cost-effective digital enabling technology to track and manage assets globally. The Result? Improved account teaming, broadened relationships, expanded view of opportunity, and significantly improved business results.
Account Team Turns Client Divestiture into a New, Bigger Relationship. Find out how the senior account executives of this worldwide engineering, procurement, construction, and world-class maintenance services company seized the opportunity of the divestiture of an existing account to gain a better understanding of the new parent company, thus positioning their company for ongoing success in the account and future opportunity.
Account Teams Leverage New Sales Strategies and Increase Revenue Potential by 40 Percent. Introducing process-driven account management execution and forecasting and methodologies into their selling culture was a critical goal for one company. Examine how this company developed consistent, repeatable processes for their growing selling organization.
Fortune 100 Manufacturing Company Drives Results for North American Strategic Account Teams. This global supplier of capital goods has a passion for satisfying customers. Around the world, through innovative products, best-in-class services and regional expertise, it excels at helping customers compete in today's global marketplace. Find out how this company's leadership implemented a customized account management methodology to ensure top-level focus of their strategic accounts.
Global Outsourcing Company Enhances New, Industry-Focused, Go-to-Market Strategy. "Giving people self-confidence is by far the most important thing that I can do. Because then they will act." CPS could not agree more with Jack Welch. CPS participated in a global sales summit for one of our European-based clients. Entrenched in "confidence breeds success," CPS designed a sales call training session for teams to practice articulating competencies and making masterful stand-up presentations. After all, given the limited time we have with decision-makers, it's essential that our communications be clear, concise, and demonstrate high value. At the end of the three-day sales summit, the more customer-centric sales teams left energized, with enhanced industry knowledge and industry-specific solutions. Read how CPS created confidence within this global giant.
Healthcare Equipment Company Benefits from Best Practices Sales Methodology. Transforming the sales team from product-oriented sales reps to cross-selling consultants was an integral part of this company's sales plan. Learn how CPS helped one major Healthcare IT provider create winning strategies within their key accounts and exceed both their customers' and management's expectations.
"My desire is for our company to become a revered and feared sales organization." Acxiom Corporation chose Critical Path Strategies to help build a sales culture around consultative and solution selling. A combination of professional sales training and solutions sales training is helping to increase sales and market share, as well as expand client relationships.
Established Insurance Services Company Meets New Sales Challenges Head On. This leading national service provider for the insurance industry had been meeting the evolving needs of its customers for more than 25 years guided by a dependable, yet basic, sales model and process. Acknowledging sweeping changes and steady growth in the insurance industry, however, the company's senior leadership team recognized the need for a new sales culture. Learn how CPS worked with this company to establish a customized strategic account planning process to meet their evolving needs and position the company for growth.
Sales and Marketing Join Forces to Redefine Company's Customer Value Proposition. Reshaping a company's value proposition requires much more than simply a new tag line and logo. Learn how one company strategically addressed the development of unique customer value statements to accompany a newly invigorated mission.
Strategic Account Management Processes Lead to Better Business Decisions. Developing enterprise-wide solutions for networking and telecommunications-dependent clients is the absolute focus for this premier provider of customized IT solutions. Although well versed and very efficient in the art of contact, quote, and order management, the sales team was looking for a better way to properly identify customer pains and proactively capture service opportunities. Additionally, the group wanted an effective and intuitive process to promote open communication among team members and senior management.
Focus on Best Practices in Account Management Execution Provides Foundation for a Successful "Single Face to the Customer" Campaign. National Oilwell Varco, a leading provider of products, technology, and service to the oil and gas industry, was experiencing the pains of explosive growth, fueled by over 30 strategic acquisitions in six years. A wide variety of selling cultures, business processes, and products resulted in sales silos that led to the lack of a unified sales effort. Recognizing the need to present a "single face to the customer," the company's senior leadership engaged CPS to help create a new sales culture founded on providing value to the customer on a consistent basis through the organization.
Account Team Applies Strategic Processes and Achieves 154 Percent of Extraordinary Sales Objective. To strengthen its executive-level customer and prospect relationships, this multinational software company made a strategic decision to align a myriad of sales cultures and business processes into a streamlined account management model. CPS was engaged to facilitate a series of process-based account planning sessions, which resulted in more than 200 sales professionals developing clearly defined milestones, value propositions, and strategic action plans to expand senior-level relationships within key accounts in less than a year.
Sales Teams Increase the Odds and Double the Pipeline. Explosive growth creates new challenges in the sales culture. Learn how one company introduced repeatable and consistent cross-selling capabilities into a sales environment comprised of multiple sales cultures and processes.
"Our company is beginning to take on the qualities needed to manage larger, more complex accounts, thanks to the tools provided by CPS." The results? Seamless internal communications, a clearer understanding of customer needs, better communications with customers, and increased sales.
Professional Services Company Applies Strategic Selling Practices and Sees Dramatic Results. This global billion-dollar technology company provides consulting and IT services to its clients, working as partners to conceptualize and realize technology-driven business transformation initiatives. Even in their diligent efforts to provide outstanding service for IT innovation while leveraging an organization's current IT assets, they found that existing clients often pigeonholed their company as a niche provider and overlooked their overall capabilities in new or strategic areas. Learn how this company addressed this issue with a strategic planning approach that opened the customer's eyes and became the platform for a new level of relationship.