Client Success - Trimble
Trimble is a leading provider of advanced positioning solutions that maximize productivity and enhance profitability. Trimble integrates a wide range of positioning technologies including GPS, laser, optical and inertial technologies with application software, wireless communications, and services to provide complete commercial solutions.
- Grow revenue
- Proactively manage cost of sales
- Sales professionals found it difficult to differentiate solutions resulting in discounted pricing to close deals
- Sales professionals were selling only to the small and mid-size business segments
- Trained sales and sales management in ValueSelling
- Integrated process within company’s CRM tool
- Immediately following the installation of the ValueSelling Framework®, Trimble closed three large FORTUNE 1000 accounts
- During the first year of implementing ValueSelling and realigning the sales organization, overall revenue increased over 50%
- The total cost of sales was dramatically reduced
Immediately following the installation of the ValueSelling Framework, the Trimble sales organization closed three significant and large Fortune 1000 accounts. In addition, during the first year of installing ValueSelling and realigning the sales organization, the overall revenue increase was in excess of 50%. At the same time, the total cost of sales was dramatically reduced.