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Increasing Sales/Reducing Sales Costs for an Advertising Agency/Technology Company

A President of an advertising agency with strong technology capabilities wanted to increase sales and reduce selling cost as a percent of revenue.

The company had no established best practices for how to sell their service offerings.  Sales managers were traveling extensively to close poorly qualified opportunities.  There was no common language for discussing and managing opportunities in the pipeline.  He said he needed a way to identify, codify and implement best selling practices throughout the company, ensure that the pipeline contained only qualified opportunities, and restrict business travel only to properly qualified opportunities later in the sales cycle. He also wanted a way to clearly communicate milestones in the sales process.

Right Combination™ provided him with these capabilities.

As a result, sales increased by 40% and selling expenses decreased by 40% and the length of the sales sales cycle was cut in half.

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