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Case Study

Transforming the buying experience...

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Client need

A world-leading oil and gas organization set out to improve its customers’ buying experience. To do so, the organization needed to make a strategic shift towards customer centricity, which would require developing its people. Leaders at the organization would need a better understanding of the company’s values and stronger negotiation skills to bring the strategy to life.

The solution…

Seeking an outside partner to provide perspective and uncover deeper issues, the company partnered with BTS to:

  • Develop a customized seven-month Account Manager journey that was implemented across the globe
  • Help leaders gain the knowledge, values, and negotiation skills necessary to execute the strategy, through two learning modules which included pre-work, assessments, simulation exercises and role plays
  • Implement new skills back on the job, with specific actions through follow-up work three months following the experience
Results
  • 40% improved conversion rate in their sales funnel
  • 44M Euro increase in revenue
  • “I could identify new needs and opportunities by asking the right questions and connecting a client’s value to my solution.”
  • “By applying all of these tools, I shortened my negotiation period and could add additional business value for my clients!”

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