Success stories
CASE 1
Industrial company that used to be the local market leader in its sector
- Description
Situation
The company was experiencing a sharp drop in sales due to changes in consumer habits and the emergence of new alternative products.
Description
The workshop was conducted in the area of Strategy: Formulating Challenges. Although it was clear that the client needed to develop a new strategy since the market was changing, first it was necessary to narrow down the focus of the work to be done. The client had already completed prior research, which provided us with the necessary data to analyze the problem during the workshop. Initially we explored the different problems that existed within the company and that could be causing the drop in sales. We then used the Ladder of Abstraction tool with which we analyzed the cause and effect relationship between different challenges. This allowed us to identify the priorities and to determine the top three challenges the client had to solve.
Results
As a result of the analysis carried out, it became evident in the workshop that the top problem the client was facing was the effectiveness of its business management processes. They had to overcome this challenge before formulating a new strategy. Doing this workshop prevented them from entering a long process of developing a new strategy for which they were unprepared. They had to first confront a more urgent problem.
CASE 2
Technology services company with a focus on B2B
- Description
Situation
The company once enjoyed a privileged position in its sector, but with the change of circumstances in the market the company realized it needed new tools to maintain its position.
Description
They participated in the Sales workshop: The route within the client. Due to the nature of the services provided by the company, the market was quite limited and a decision was made to seek new growth opportunities with existing clients. The first thing was to explore the factors that prevented the sales team from selling more. In this process, the group realized that they lacked the ability to translate general objectives into specific business actions for each client. The group explored various ideas to remedy this situation and we then moved into cross-selling opportunities.
Results
Each member of the group worked with a client of their own, with whom they performed all the workshop exercises. All the solutions developed were implemented in a sales plan for each client, allowing them to more proactively tackle their sales activities.
CASE 3
Multinational company which just merged with another company
- Description
Situation
In the process of merging two different business cultures, they realized they needed to give the marketing department more focus on sales.
Description
They participated in the Marketing workshop: In the shoes of a salesman.Throughout the workshop we used different exercises to explore the functioning of the company’s clients and their corresponding needs and problems. The group sought ways to connect the product benefits to the client needs. They developed selling points and ways to refute the main clients’ objections. The ideas that emerged were strengthened and practiced through several role-playing exercises that included both fictional situations and real business cases. In fact, at the end of the workshop, a representative from the sales department presented the group with three case studies that were previously defined in the Pre-Work phase. The group carried out the role-playing exercises using these situations, where the sales representative acted as the customer and the members of the marketing department were able to put into practice what they learned during the workshop. They then received feedback from the sales representative.
Results
Subsequently, the management of the company applauded the change in the relationship between the marketing department and sales department. The company management’s and sales department’s perception of the value provided by the marketing department was improved.
