From one of our clients...
"You have a track record with LexisNexis. You practice what you preach... have taken the time to understand our needs and not pushed a one-size-fits-all solution. I believe PTC is a factor in our ability to retain top sales talent."
Beverly Parker, Senior Vice President,
Business Development
Bank of America
Former Vice President Sales, LexisNexis
While we assist clients in a variety of ways, this list provides a sampling of business issues we help our clients solve in order to win.
(Click on Topic to Access Case Studies)
Sales managers can’t look at tomorrow when they are just getting through today
Sales management is focused on administrative and/or operational tasks. The extent of their coaching is to focus on the numbers and reports.
New company direction demands new sales skills
Company has a product training focus and wants to add sales training but doesn’t know how to synthesize these two areas.
Brand loyalty no longer rules
Increase in competition, customers make increase demands for pricing concessions, marketing dollars, trade dollars and promotional monies.
Get clients past buying “price” to buying “value”
Sales force is comfortable using price to sell but the marketplace has changed and the process has become ineffective.
Consultative approach trumps commodity perception
Product vendor approach rather than a strategic business alliance relationship with customers.
The power of selling from the customer’s perspective
Customers want something other than the same old message from the sales person.
Quick wins and long-term strategies
Lack of alignment between corporate direction and organizational structure/strategy and sales process.
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