Projects – Upperdeck Air

Consulting Firm Grows Client Roster by 29%

Challenge Management consulting firm, Maetrics, serves the life sciences industry—in particular, pharmaceutical, medical device, and biotech manufacturing companies. The company helps its clients navigate FDA regulations and solve compliance, quality, engineering, and technology challenges. Echoing a challenge familiar to many consulting firms, Vice President and General Manager Terry Spartz says, “We’re always busy serving our [...]

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Management Protects and Grows Accounts

Challenge Toyota Fleet Management (TFM) aspires to transition from being a Trusted Fleet Manager to a Trusted Fleet Advisor to their customers. To achieve this, TFM identified some gaps in the knowledge and skill-sets of their Relationship Managers (RMs) that would need to be addressed. At the same time, they were concerned about recent sales

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Grows Strategic Accounts by 110% Year-Over-Year

Challenge Woodard & Curran is a top-tier engineering, science, and operations company. As the firm grew and expanded the diversity of its offerings, they faced the challenge of maximizing value for clients across their full set of capabilities. They saw a great opportunity to grow accounts, but knew they needed a specific and focused effort

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Hitachi Generates More than $40 Million

Challenge Hitachi Solutions Canada is a consulting firm and systems integrator passionate about helping companies flourish. Through a portfolio of management consulting, implementation, and support services, they help clients compete with the largest global enterprises with powerful, easy-to-use, affordable industry solutions. They saw a great opportunity to add value to accounts, which would increase their

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Transitioning to Insight-Based Selling

Description We recently helped one client clear through the clutter of their large suite of product so their reps could engage in new and more impactful sales conversations. Solution We built the new messaging platform around a changing regulatory environment that had opened a window for our client to capture both market and mindshare over

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Launching a Smarter Sales Process

Description Millions of dollars are spent each year on off-the-shelf sales methodologies. After surveying the vendor landscape, a recent client quickly realized that their new go-to-market model would require much more than colored worksheets from 1980. Solution We started by refining the client’s new sales process and profiling the most common customer deal scenarios. We

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Profiling High Performer Reps

Description There are many assessment products that promise the secret sauce: the perfect picture of a high-performing sales rep. An appealing pitch, but one that fails in the face of reality. We helped one client move beyond the hype to a more scientific and sound approach to assessing their reps. Our project involved two stages.

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Building a Sales Manager Academy

Description For one client, elevating the coaching and leadership skills of their more than 1,000 front-line sales managers was critical. In response, we developed a more effective sales management process, then translated it into high-impact sales manager training. Challenge The practical challenge then became: how to bring this sales manager training to life as quickly

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