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Un nuovo modo di 'vendere'

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Sektor
Tecnologia, Telecomunicazioni e Media
Rozwiązania
Team Development

Kontekst

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.

Referencje
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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."
Chris Ranger
Director of Services
Motorola
"In summary, a fantastically positive outcome for the EMEA Services Management team. We have improved business performance and enabled sales to exceed their targets as well as services targets in terms of contract attachment, contract revenues and deferred revenues. All of this has been done within the true spirit of co-operation and respect for each other."
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!’.”