“KPMG was a front runner and became aware that it needed to renew its commercial culture”.
KPMG needed to break the paradigm that buyers would choose them simply because of their expertise and being a globally recognized company. Therefore, they needed to elevate the level of their consulting practices, incorporating experienced commercial skills that, in many cases, were counterintuitive to the way they had won business in the last decade.
We implemented a core methodology in all their offices in Latin America, allowing their directors and managers to close gaps and transition from a demand-driven commercial approach to a sales vision that generates needs and promotes business acceleration.
Based on these changes and the incorporation of our tools into their CRM and business reviews, they established new foundations for continuous growth.
ACHIEVED RESULTS
- Strengthening of the commercial approach in the minds of technical experts.
- Revitalized commercial culture supported by generating evidence to foster change.
- Objective focus on the Pipeline as a gauge of predictability and growth.
- Common language across countries, facilitating the pursuit of regional opportunities.
