Client Success Profiles

"Making 3D Selling a Reality at Autodesk"

A well executed go-to-market strategy can yield extraordinary results. What's required is a different approach to sales execution. Autodesk, a global leader in the software and services business, has deployed a systematic approach to creating value and closing better business. This foundation of Autodesk's success: how the sales force executes Pivotal Agreements throughout the sales process.

"Just Warming Up: How Chevron Energy Solutions Executes Its Go-to-Market Strategy as It Helps the Environment"

Chevron Energy Solutions (CES), a division of Chevron Corporation, 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.

"Delivering Profitable Sales at UPS"

When it comes to building effective sales negotiation skills, excellent training is just the "price of admission." What does it take to get measurable bottom-line results in the field? Find out how UPS managers build the bottom line by leveraging sales negotiation skills in the field...

"AT&T: 10 Ways to Wire Sales Training"

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...

"Training Sweetens Hershey's Core Strategy"

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...