IMI Precision Engineering partnered with Sandler to help raise their success rate from proposal to contract in the competitive industrial life sciences market.
During the discovery phase it was clear the main pain points were a lack of process and too much free consulting. Sales opportunities became bogged down in the pipeline and the success rate for closing deals was lacking. In the eyes of leadership, training success would shorten the sales cycle and improve conversion rates. To do this, Sandler recommended prospecting tools, such as the 30-second commercial and the “PAIN” Funnel. Each began with a Sandler template that was then personalized by working hand-in-hand with the head of sales to make each tool speak specifically to their industry.
As a result of the success of Sandler training, our methodology has been adopted universally across the organization. All new sales team members must go through Sandler training. Over the eight-year partnership, the company has seen significant increases in their life sciences sales segment.
Sandler and IMI Precision Engineering believe reinforcement training is the key to success. So much so that we conduct reinforcement conference calls every week within the sales and leadership team. In addition to phone reinforcement, we conduct monthly three hour in-person meetings across Europe to help maintain accountability, positive change and organizational success.