Top Line Growth
Insight
IBM Japan’s sales were sluggish for years, and they needed help diagnosing the issue. Their salesforce was asking potential customers the wrong questions - they focused too much on technology and not enough on small business challenges.
Solution
We created a digital sales questionnaire designed to help IBM Japan’s sales team focus on the challenges of their potential customers. The data entered fed into a central database which managers were able to review in real-time.
7%increased sales after 3 months
Results/ROI
After just 3 months of using the tools we developed, IBM’s Japanese salesforce increased sales by 7% - capturing the attention of IBM’s CEO, resulting in the deployment of our solution to their global sales team.
The most important thing for any of us to be in our jobs is curious.
– Ginni Rometty, CEO, IBM
7%increased sales after 3 months
Disciplines
- Consulting
- Digital Strategy
- Design Consulting
- Frontend Development
- Backend Development
Credits
- Author: PJ Kelly
- Strategy: Matt Blanchard
- Development: Jeff Schram
- Development: Michael Phillips
- Development: PJ Kelly
Partners
- SYPartners