Case Studies
Bordeaux
A French company required technical sales training for 8 delegates of mixed ability. All were former technicians or engineers and while some were new to sales, others were senior personnel needing a refresher course. The course was delivered successfully for all, over 2 days in Bordeaux.
The following are extracts from their feedback:
"A very enjoyable and fruitful experience to help us think more sales and less technical,"
Swindon
A Technical Director due to take charge of Sales Development came to Salient Sales & Training because he was not at all familiar with commercial culture, but did know all the features and benefits of his products.
Over some stiff competition he decided to work with us, because we had a similar background in technical sales which proved very useful when explaining the differences between engineering and commercial cultures, their different priorities, decision-making processes, approaches, processes and systems.
The Director's new understanding and the skills and techniques he acquired have helped him become very successful in his new role.
Halifax
A company involved in the manufacture of high specification industrial products and offering strong technical service selected Salient to provide Technical Sales training.
The team was 10 strong, comprising technical support engineers and sales managers, all of whom have direct contact with customer personnel.
Ability ranged from 4 year engineers, to 27 year directors! The technical team needed some commercial savvy and the sales team, while experienced, had, up to now, received no training.
I presented the Salient Sales Process in its simple jargon-free form and provided the platform for all 'barriers to sales' to be aired and solutions found.
The course covered a full week and by the end all claimed a much better understanding of dealing with buyers; selling; developing clients; identifying and winning every business opportunity.
