Case Studies FSV Tripled Demos Leading to Rise in Qualified Leads

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	FSV Tripled Demos Leading to Rise in Qualified Leads

FSV Tripled Demos Leading to Rise in Qualified Leads

Technology Category	Functional Applications - Enterprise Resource Planning Systems (ERP)
Applicable Industries	Professional Service Software
Applicable Functions	Business Operation Sales & Marketing
Services	System Integration Training
Challenge	FSV wanted to shift the focus from targeting large enterprise companies to a new area for growth, the small to mid-sized company. As a result, FSV’s approach to sourcing new business was in transition away from relying strictly on referrals. Read More
About Customer	FSV is a company that was traditionally focused on targeting large enterprise companies. However, they decided to shift their focus to small to mid-sized companies to explore new growth opportunities. This transition required a change in their approach to sourcing new business, moving away from relying strictly on referrals. To support this shift, FSV needed to build a newly structured sales team and equip front-line managers with the tools to sustain the team’s momentum. Read More
Solution	FSV utilized VorsightBP’s Persuasive Prospecting program to build a newly structured sales team and equip front-line managers with the necessary tools. The training included a combination of interactive workshop learning, exercises, role-playing, and a demonstration of cold calling best practices through live calling on speakerphone. Additionally, a restructured weekly schedule was implemented to improve time management. The manager training aimed to utilize interactive discussion-oriented sessions to outline a plan to sustain momentum and provide sales leaders with concrete 'to-dos' and a time frame for implementation. Read More Log in to view content
Contents

Technology Category

Functional Applications - Enterprise Resource Planning Systems (ERP)

Applicable Industries

Professional Service

Software

Applicable Functions

Business Operation

Sales & Marketing

Services

System Integration

Training

Challenge

FSV wanted to shift the focus from targeting large enterprise companies to a new area for growth, the small to mid-sized company. As a result, FSV’s approach to sourcing new business was in transition away from relying strictly on referrals.

About Customer

FSV is a company that was traditionally focused on targeting large enterprise companies. However, they decided to shift their focus to small to mid-sized companies to explore new growth opportunities. This transition required a change in their approach to sourcing new business, moving away from relying strictly on referrals. To support this shift, FSV needed to build a newly structured sales team and equip front-line managers with the tools to sustain the team’s momentum.

Solution

FSV utilized VorsightBP’s Persuasive Prospecting program to build a newly structured sales team and equip front-line managers with the necessary tools. The training included a combination of interactive workshop learning, exercises, role-playing, and a demonstration of cold calling best practices through live calling on speakerphone. Additionally, a restructured weekly schedule was implemented to improve time management. The manager training aimed to utilize interactive discussion-oriented sessions to outline a plan to sustain momentum and provide sales leaders with concrete 'to-dos' and a time frame for implementation.

Impact #1	Within three months of the initial training, FSV’s sales team nearly tripled the amount of demos scheduled per week.
Impact #2	FSV improved their demo-scheduling rate significantly.
Impact #3	FSV brought VorsightBP in to interview and assess a new sales rep candidate.

Impact #1

Within three months of the initial training, FSV’s sales team nearly tripled the amount of demos scheduled per week.

Impact #2

FSV improved their demo-scheduling rate significantly.

Impact #3

FSV brought VorsightBP in to interview and assess a new sales rep candidate.

Benefit #1	FSV’s sales team nearly tripled the amount of demos scheduled per week within three months.

Benefit #1

FSV’s sales team nearly tripled the amount of demos scheduled per week within three months.

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Overview

FSV Tripled Demos Leading to Rise in Qualified Leads

Operational Impact

Quantitative Benefit