“In any young venture, owners, partners, and founders face the challenge of building commercial muscle in their technical team, or, sooner or later, growth will be stunted”.
Strata Analytics faced two challenges: growing in customer acquisition and expansion, and growing internally in commercial capacity. It needed a better and more robust B2B commercial muscle to overcome both challenges.
As is often the case in young companies, startups, and technology ventures, initially, the owners or partners are the ones who sell the best and make the numbers. Technically oriented managers are the ones who implement, ensure quality and functionality.
Strata Analytics was no exception, so we provided them with specific commercial methodologies for the complex technological world, where both the seller and the buyer are erudite and experts in the technologies at hand.
The company manager’s team responded very well to transitioning to a comprehensive commercial role, where their technical expertise combined with the most effective B2B consultative practices to grow the business.
They embraced the project and managed to integrate and enhance their role, better focus on opportunities, apply team selling, and move towards the next level.
ACHIEVED RESULTS
- More proactive interaction with clients and focus on acquisition and expansion.
- Commercial muscle development beyond the Founders.
- Adoption of a formal, disciplined, and sustainable opportunity coaching process.
- A solid foundation to level up and incorporate other complementary methodologies and aim for world-class status.
