CASE STUDIES

According to the American Marketing Association, three out of four buyers say they can’t understand how a vendor’s product can solve a problem. This leads to 80 percent of product literature simply being thrown away. Our Customer-Focused Messaging helps organizations move from speeds and feeds to value-based communications for success with clients.

Example: A $400M storage switching company introduced a new product with a “5 Terabit Backplane.” After success with early adopters, sales flattened. Analysis by Prairie Sky Group showed a lack of understanding on the part of prospective clients as to the real benefits. Using our Customer-Focused Messaging techniques, the product became the fastest growing in the marketplace with $20M in first-year sales.

Our experience shows that in most companies 20 percent of sales representatives account for 80 percent of total sales. Our proven training methods increase performance across organizations by providing marketing and sales teams with tools they need for widespread long-term success.

Example: A $6M professional services business was looking to increase its sales to existing clients. By coaching and training the implementation teams, Prairie Sky Group helped the company generate additional business equivalent to that of the company’s new client sales team.

RFPs, or requests for proposals, often account for a significant part of incoming business potential, but the effort of completing them can easily exceed their return. Prairie Sky helps optimize RFPs by evaluating successes, targeting profitable clients, automating processes and teaching sales teams how and when to respond.

Example: A $60M B2B company had only a 2 percent hit rate on RFPs despite two dedicated full-time resources. Implementing our methods, the company’s hit rate grew to 10 percent with half the staff allocation.

Salesforce Automation has come a long way in aiding sales, but it’s often not fully utilized to its maximum potential because of issues ranging from data accuracy to user friendliness. Our eight-step process helps define and correct weaknesses to turn an under-performing investment into an asset.

Example: See Prairie Sky White Paper #2 on Salesforce Automation

Many organizations simply turn their sales people loose without appropriate guidance, wasting time and money and diminishing sales potential. Prairie Sky Group helps businesses optimize territories for maximum sales by targeting and ranking accounts from the highest potential sales to the least probable.

Example: By optimizing a direct sales force territory map for 20 reps and providing a ranked list of 150 top accounts for each, Prairie Sky Group helped a $50M B2B organization experience second-year sales growth of 28 percent.