Business Challenge

• The company is offering B2B services that are new to the Thai market
• Potential customers doubted the value proposition of the service due to the newness to the market
• The closure rate of Sales Representatives was extremely low - only three out of twelve sales people were actually selling large projects
• Low rate of repeated sales

Approach

• Identify clear value proposition of product - gather data for case studies with quantitative results
• Conducted customer satisfaction survey
• Assess Sales process and organization
• Review Sales material
• Review delivery processes and quality assurance
• Conduct complete redesign of the revenue cycle (Pre-sales, order, deliver, invoice, collect cash)
• Improve Sales Toolkit focusing on clear value proposition
• Improve follow-up and customer relationship management processes (CRM)
• Train Sales people
• Implement process changes

Results

• Sales Representatives are more effective selling without involvement of Top Management
• New Sales people can be trained faster
• Service deliver quality increased due to better collaboration between sales and delivery
• Revenue doubled within one year