BayGroup International has built a select client list of market-leading corporations focusing on high technology, telecommunications, pharmaceuticals, transportation, natural resources, consumer products, financial services, and other industries. The articles below describe a number of these client partnerships, and the results they have achieved:
When it comes to improving negotiation results in a global sales organization, excellent training is just the "price of admission." What does it take to get measurable results in the field? Find out how UPS managers build the bottom line with a disciplined approach to creating more value in the sales process, and executing more effective customer negotiations...
What does it take to develop a best-in-class B2B sales organization? E. I. DuPont de Nemours and Company has implemented a strategy for developing its team that focuses on relationship building, effective negotiation, and challenging customers to find new value in its solutions. BayGroup International recently interviewed sales leaders at DuPont to learn more the company's strategy for keepint its team on the leading edge of sales performance.
Roche Professional Diagnostics, a division of $60 billion Roche Holding AG, was challenged to improve the results of the complex business development negotiations required to bring new technology products to market. Strong negotiation skills and process were needed to manage a wide variety of interactions between stakeholders inside of Roche--as well as with strategic business partners and third-party distribution channels. Implementing BayGroup International’s methodology resulted in reduced legal and contracting expenses, as well as measured increases in both negotiation efficiency and deal quality...
Chevron Energy Solutions (CES), which helps institutions and businesses use energy more efficiently and generate power from renewable sources, faced an important challenge: manage increased complexity arising from market growth, and do so in a way that maximized both customer satisfaction and results. The strategy: think differently about the customer acquisition process and its management. The approach: partner with BayGroup International to provide skills and tools to support more profitable selling and project implementation...
A well executed go-to-market strategy can yield extraordinary results. What's required is a different approach to sales execution, one focused on executing Pivotal Agreements throughout the sales process. Autodesk, a global leader in the software and services business, deployed a systematic approach to creating value and closing better business that included BayGroup International's sales negotiation methdology, including Situational Sales Negotiation™ and 100minutes™ to Improved Sales Results solutions...
CA Technologies, $4.3 billion leader in information technology management, had a strategic goal of increasing sales volume and enhancing account relationship profitability in a highly competitive, price-sensitive market. This initiative, which achieved a 45.8 to 1 return on investment (as well as significant increases in bookings, account profitability, deal size, and product pricing), won industry awards from both Chief Learning Officer magazine and the American Society for Training and Development (ASTD)...
What does it take to implement a performance improvement initiative that delivers measurable bottom-line results? Find out how AT&T is using blended learning to enhance its approach to sales profitability and customer satisfaction...
In the midst of management reorganization, some labor unrest, and a potential sale of the company, Hershey Foods went ahead and invested not only funds, but also two days of its sales team's time to attend Situational Sales Negotiation™. Learn how training was a key enabler of Hershey's go-to-market strategy, as well as a tool for improving skills...
