The digital security and identity system company Gemalto, wanted to further evolve the sales approach of their key account managers towards creating solutions
Rather than asking customers about the type and volume of product they required, teams would need to sit down with a white sheet and identify bigger customer needs. These could then be the foundation for more comprehensive solutions. To make things interesting, this new approach needed to be introduced as the company was merging with another major player in the industry.
A story-based approach
Rather than putting all the account managers through a traditional solution selling program, we took the view that people in the organisation were quite intelligent and could figure out customer problems by themselves. They just needed a strong framework for conversation, as well as examples of the way their solution oriented colleagues used these conversations to get results.
Together with the partner firm that introduced us, we created a program in which we:
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This service was provided through Management Centre Europe, during the time I was an associate for this business.