Telecommunications Services

Adevco-ATT-Davenport2

Industry

Telecommunications Services

Deliverables

  • Sales Negotiation Training
  • Delivered throughout North America

The Situation

This Fortune 500 Telecommunications Services company wanted to increase the size and profitability of sales even as its competitors slashed their own prices week after week in head-on competition. They asked RED BEAR Negotiation to help them achieve incremental profitability by instilling a new sales execution discipline that would help them leverage small sales into larger sales and motivate prospects to switch service providers without demanding the lowest price.

The Challenge

Operating in a competitive environment where the predominant belief is that telecommunications services and products are commodities, this Fortune 500 Company also needed to improve its effectiveness at agreement-building in order to compete against well-established competitors.

The challenge: give sales professionals the approach and tools needed to get to the right people and turn commodity discussions into value-based agreements to implement strategic solutions.

During a year when industry prices declined, competition intensified, and pressure increased to grow profitable revenue, this client showed a 30+ to 1 ROI in RED BEAR’s methodology in less than six months.

“Our competition was cutting its numbers every week. We positioned and showed how we could provide value…we were not the lowest price, but we showed the value and got the business.” – Senior Sales Manager