Sales Consulting Case Studies

ASHER Sales Consulting Firm Case Studies

"Defense contractor opens adjacent markets"

  • Situation: The client is a F500 Defense contractor, specializing in aircraft, Naval ships and information technology. Sales are mainly in the USA or through the U.S. government to NATO countries.
  • Challenge: Our client’s growth rate followed the increase in defense spending over the past 20 years. With rapid decreases in defense spending over the past 5 years, sales have decreased. The company needed to arrest the sales decline, get into adjacent markets and train their account managers how to “sell”
  • Growth Strategy: We devised special sales training program for selling to the government. We rolled this training out to many locations across the country. Most of the attendees had taken the CPQ/sales aptitude assessment and had a high aptitude for “hunter” sales.
  • Result: The company has arrested the sales decline, is now on a growth strategy and is opening up adjacent markets.

"Sales cycle times decrease from 15 months to 6 months"

  • Situation: Our client is a F500 defense contractor specializing in submarines, tanks, space and surveillance systems and intelligence services.
  • Challenge: With sequestration, the Nation’s defense budget has been decreasing rapidly. The portion of the company providing intelligence services needed business development training to reverse the decline in sales.
  • Business Development Strategy: Our sales consulting service devised a growth strategy for the company. It needed to be totally customized because of the classified nature of the intelligence services. We provided the sales aptitude assessment to all attendees and provided the BD training.
  • Result: The services division is now managing sales with much shorter sales cycle times. (15 to 6 months)
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