Enabling sellers to engage virtually

Client need

A global organization needed to enable its sellers and marketers to...

• Effectively engage with executive decision makers across the customer organization.
• Demonstrate industry specialization and leadership with customers and partners.
• Possess a stronger understanding of the customer’s business model and industry market opportunities.

Solution

To effectively build the skills of its sellers and marketers, the organization partnered with BTS to co-create a customized digital industry solution to help participants to...

• Explore the executive customer mindset by identifying disruptions and trends confronting leaders within the industry, along with customer insights they can apply to the account plan.
• Engage executive decision makers by validating top business priorities and sharing informed insights to add value tied to the customer’s business outcomes.
• Demonstrate business value by quantifying the impact of the solution and sharing intended short and long-term results from the partnership with the customer.

Results

Program participants shared results such as...

“The truly positive thing about the course is that the industry perspective was baked throughout the course.”

“I was able to refine my account plan and think even more deeply about how to challenge healthcare providers with credible insights. Thank you!”

“I really liked the balance between learning something new and being able to apply the concepts right away.”