Case Study

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.
The 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.

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.”

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