“Growing in accounts and opportunities is as important as protecting existing clients and sustaining profitability margins“.
General Electric, in its Power & Water division in Brazil, faced significant price pressure on its solutions and, additionally, changes in the decision-makers at customer organizations.
The pressure on prices came from aggressive competitive actions to gain market share, while changes in decision-makers resulted from personnel mobility during the pandemic. Suddenly, they found themselves with the urgent need to create relationships with new people in the role of decision-makers.
We trained them in the Perspective Selling® methodology to go back to basics, map all the new decision-makers, strengthen relationships progressively, and reposition themselves in the minds of buyers as the preferred option.
As their relationships strengthened, price pressure decreased, allowing GE to weather the storm and continue growing.
ACHIEVED RESULTS
- Improved understanding of business issues of their clients in the new business context.
- Increased the value of their solutions, alleviating pressure on prices.
- Protected key accounts by providing insight to decision-makers on previously unseen issues.
- Revenue growth through the expansion of business within existing accounts.
