Fortune 100 Equipment Manufacturer

The leadership of this Fortune 100 equipment manufacturer wanted to grow their corporate accounts. They didn't have a consistent, disciplined approach to managing customer relationships nor integrated mindset for partnering with customers. They wanted to transform their customer-facing culture from merely calling on accounts and taking orders to actively creating strategies for developing customer relationships and growing market share at key accounts.

The leadership believed that doing this would be best accomplished by implementing a consistent account management methodology for their sales teams. The company embarked upon a rigorous seven-step process to ensure that the Critical Path Strategies methodology and tools could address their requirements, and be delivered and reinforced in such a way that the account managers would be confident in the leadership’s commitment to foster a cultural change.

Critical Path Strategies was engaged to develop a common, structured, customer-centric account management methodology to foster better communications and teamwork, revenue and share growth, and higher customer and dealer satisfaction.

Deployed solutions-based selling organization
Designed and activated customized global account strategy management program for client’s most significant and demanding accounts
Focused on teaming with client's global dealer network to deliver product and service value

The CPS methodology helped the selling organization understand its customers’ goals and align with them in an effective and efficient way. It expanded the sales focus beyond traditional equipment sales to solutions focus.

Leveraged company resources and selling across product lines for expanded view of opportunity pipeline
Grew market share, machine sales, parts sales, customer loyalty, and customer satisfaction
Won new multi-year agreements, achieved volume growth goals, and improved price realization
Sales process and tools document and communicate major account strategies and account plans internally, as well as with dealer and customer