Frontier Strategy Group Increases Market Penetration Nearly 20%
Frontier Strategy Group (FSG) provides Councils that support senior executives in emerging markets, helping them to share insights and experiences with their peers in order to address similar business challenges. FSG utilized Vorsight to secure their sales appointments for one year. They made the decision to in source this function to improve market penetration from 60% to 80% −no easy feat.
New Sales Team Needed Structure
The company hired promising new inside sales people, all in need of business-to-business inside sales experience in their new roles. The new sales team needed to learn how to best use their CRM tool for organizing the inside sales process. FSG management recognized that they had to make changes fast in order to make this new team successful in meeting their sales objectives.
“Vorsight Gave Us Strategic Insight”
Vorsight provided the team with one day of team classroom training. Here, they learned cold calling techniques, tricks, and tactics they could count on to reach decision makers and move them to action. They spent an additional day on interactive drills and practice that included shadowing the Vorsight trainer, reverse shadowing and role-playing. The training allowed the team to become proficient in handling all aspects of the sales cycle from pre-sales preparation and prospecting to meeting scheduling and follow-up.
Map for Success
FSG has doubled their number of scheduled meetings since Vorsight training. They now employ an established pre-sales process, to compliment their rigorous post meeting sales process. The sales manager now has a firm understanding of pre-sales metrics that he can measure against actual individual and team performance. Penetration of the prospect account list has increased from 60% to 70%, and is tracking towards management’s goal of 80%.
