This national property development and management business found its sales team focused almost solely on price.
They needed to re-focus their sales team’s efforts on other financial and non-financial features, but they needed the sales team to own it.
Bringing the team together we progressed them through a fair process of engagement that valued their intellectual and emotional input to the challenges they faced in the market, and their ideas on how to tackle them.
We aligned the team, awakened them to the nature of their common challenges, inspired them to explore for new ideas and solutions, and validated them in the market with research and field work.
By initiating motivated behavioural change, we were able to re-invigorate the sales teams efforts and get them focused on not only winning in new ways with newly defined differentiation, but also in searching for ways to increase demand by bringing new non-customers into the market, with new and insightful offerings, that in some cases also adopted emerging digital sales and marketing technologies that had been proven elsewhere in the business.