BvD
Leading Global Resource for Private Company Information, A Moody's Analytics Company

The Motivation.

BvD wanted to introduce a consistent way of selling across the UKMEA sales teams, which would facilitate building real value during engagements with existing and new customers. This was needed to address a few challenges caused by their talented but relatively inexperienced sales team.  As is common for younger salespeople, pipeline management and forecasting was poor; the sales directors were under pressure to deliver more robust forecasting due to the acquisition by Moodys.  A greater focus was being put on finding and winning larger opportunities and the majority of the sales team didn’t have the capability, confidence or experience to manage more complex sales.  Product demos were too generic due to a lack of effective exploring of each customer’s specific needs.

The Solution.

The BvD Way of Selling workshops focused on developing a growth mindset to learning new skills, the communication skills to develop rapport and trust with buyers, questioning skills to truly understand each customer’s motivations and needs (Why Change? Why Now?), how to tailor demos (Why Us?) how to identify, build, test and coach Champions, how to influence buying criteria and how to manage multiple stakeholders in a deal.

The Results.

The UKNMEA team finished the year growing revenue by 16%, exceeding the expectations
set at the start of the year by 14%