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Un nuovo modo di 'vendere'

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Colorful structure
Industry
Tecnologia, Telecomunicazioni e Media
Solution
Team Development

About

Medtronic leader mondiale nel campo delle tecnologie mediche.

L’azienda ha riconosciuto la necessità di guidare un cambiamento nei comportamenti di vendita e relazione con il cliente con l’obiettivo di creare delle best practice condivise e riconoscibili.

Impact e Medtronic hanno lavorato in stretta partnership per progettare una “Sales and Marketing Academy”.
I focus degli interventi sono stati principalemente due:

  • Generare un maggior allineamento e integrazione tra le vendite e il servizio clienti in termini di comunicazione ma soprattutto di competenze di vendita e relazione con il cliente
  • Gestire la relazione con il cliente anche in termini di preoccupazioni, obiezioni e lamentele

Una misurazione condotta attraverso la Behavioural Analysis ha messo in luce come alcuni comportamenti, considerati di successo per la vendita da solide ricerche internazionali, e, oggetto dei percorsi di formazione, sono stati messi in pratica dalle persone dal 20 al 56 % in più rispetto a prima.

Testimonials
クライアントの声
Louise Turnbridge
Senior Manager - People & Organisational Development
Sony
"My brief to Impact was to create an assignment that would unite senior people in a common task to demonstrate that their combined skills create greater capacity to find solutions to strategic problems. Using the parallel challenges within the NGO’s brief, this event enabled us to address the challenges of strategic marketing in our organisation. Plus the team found extra motivation from the fact that their marketing expertise was able to really help Sight Savers."
Piero Beltrame
HR Development, SE Europe
Ericsson
“Our programme was a great success. The participants were deeply involved and gained awareness and motivation about ‘who I am’ and ‘what I want to change/achieve’. Many have said this was the most memorable development event they’ve ever participated in. Co-operation with Impact was excellent. We especially appreciated their consultative skills and creativity in designing the programme, their ability to listen to our needs and also their observation and feedback abilities with the participants."
Stephen Mason
Group Finance Director
Sony
"I am writing to say a big thank you for taking the time to give your excellent presentation to HCT’s chief officers. The succinct analysis that you produced of HCT and the challenges of its management team has given us some clear pointers and has focused thought processes. Our Chief Executive, declared the experience ‘Excellent!’.”