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REAL RESULTS CASE STUDY:
SALES SUCCESS IN A DOWN MARKET

A home goods supplier overcame a recession by reevaluating their customers' needs, and training their sales team to take a more consultative selling approach. 

THE BACKGROUND


A supplier of home goods to the retail and wholesale markets was hit hard during the recession. Frantic to capture revenue, they had lost sight of their sales organization. There was a lack of learning and ownership on behalf of sales reps, and competitors were taking away business. 
 
Upon closer inspection, it became evident that the competitor takeover was due to a better ability to translate value to the customer. Our client's salespeople didn't have a solid understanding of their customer's needs and the requirements of large accounts, and it was costing them business.
 
Worried about the future and unable to fix the problem from within, they hired SRi to help their sales team sell better. 

THE SOLUTION

Through deep discovery and close collaboration with company leadership, SRi explored the problem from all angles to identify a solution, which included: 
  • "Get to Know Our Customer" initiative to better understand target buyer
  • Laser focus on value-based selling for the sales team
  • Industry, product, and technology training for the sales team 
  • Segmentation of business groups
  • Replacement of underperforming sales management
  • Implementing a new order fulfillment method 

THE SALES RESULTS

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Emerged from recession stronger than when they entered.
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Have grown steadily by 5% each year since engaging SRi.
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Today they're one of the top importers to the US industry.
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Fulfillment method recommended by SRi accounts for 20% of sales.
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SRi found ways to enable us to attack the struggling market in an aggressive and prosperous way.

- Company Founder