The point of pain
The Premier Sales Team, the group of the most experienced salespeople, was having problems with:
- Finding new opportunities
- Getting to a high level when prospecting
The next step
Provide solution by calling accounts and demonstrating live to the sales organization, in Call to Action training, how to:
- Penetrate new accounts at high levels and gain interest immediately
- Uncover information about the account that is needed to understand how they do business
- Communicate openly with the customer to understand all objections and overcome them
- Take the necessary steps to move the deal forward
- Discover new opportunities within existing accounts
Conclusion
“One month after bringing Jack Ryan Associates [now John Costigan Companies] into our organization we saw a 50 percent increase in new opportunities, 14 percent increase in appointments being made with decision makers and 74 percent increase in deals being moved forward. Before John’s class approximately 4 percent of voicemails being left by our reps were being returned. That number has jumped to 68 percent – these are measurable and significant results.”
About SAS
Incorporated in 1976, SAS is the world's largest privately held software company with nearly 10,000 employees at over 100 offices worldwide. SAS is the market leader in providing a new generation of business intelligence software and services that create true enterprise intelligence.
SAS solutions are used at more than 40,000 sites – including 90 percent of the Fortune 500 – to develop more profitable relationships with customers and suppliers; to enable better, more accurate and informed decisions; and to drive organizations forward. SAS is the only vendor that completely integrates leading data warehousing, analytics and traditional BI applications to create intelligence from massive amounts of data.
In 2002, SAS continued its unbroken track record of revenue growth and profitability with overall revenue of $1.18 billion. SAS also invested 25 percent of revenues into research and development – nearly twice the average investment of large software companies – to support new development initiatives. www.sas.com
