Problem: While in the middle of negotiating a
forecasted $30 million contract, this billion-dollar global firm
was faced with a
transition in one of its key account teams. They needed to
transition information and relationships, yet still close the
deal on time.
Solution: T.K. KIERAN & ASSOCIATES, Inc. conducted
a daylong strategic coaching session with the client’s team,
utilizing their existing planning and opportunity management sales
methodology as a foundation for the session.
Results: Armed with the confidence and specific
tactics from the strategic coaching session, the new account team:
1. Shifted the talks from price negotiation to cost of the
and therefore, value of the solution
2. Closed the proposed $30 million deal at $40 million – adding another
$10 million in services for an increase of 33%.
3. Gained client commitment 30 days earlier than anticipated.
Case Study #2
Problem: A well-established, successful technology
services firm was experiencing stagnant sales.
Solution: Using T.K. KIERAN & ASSOCIATES, Inc.’s
Sales Growth Assessment™, the firm identified the factors that
were hindering their sales growth. From this, a customized strategic
sales growth plan was put into place, and re-enforced with regular
sales coaching sessions.
Results: Within one year, the firm experienced
these successes as a result:
• Strong Incremental Sales Growth
• 5:1 ROI on our fees
• Larger, more profitable clients.