Boosting sales activity leading to tripled opportunities created
2 min read
Within 3 years of working with SBR, Opalwave (who were acquired by NTT Data) have over tripled their sales opportunities. SBR developed strategic selling relationships with SAP.
What issues were they facing?
Each year the business leads, opportunities & meetings were only slightly improving, and not to Opal Wave’s expectation. They needed to change the way their salespeople thought and the current internal processes.
What did SBR do?
SBR came into the business and conducted a sales capability development programme, looking for where the strengths and weaknesses lie.
SBR developed a well-defined sales process, managed through the CRM. They developed a sales playbook for all members of the sales team and new starters to help decrease ramp time. Internal sales and account development training was conducted and formalised account management was restructured.
Simon Bell was appointed as the new Sales & Marketing Director during the time SBR worked with Opal Wave.
“The evolution of our business capability is progressing. Development of inbound demand generation, marketing automation and sales team recruitment is all off the back of our work with SBR. I regularly attend the complimentary networking workshops that SBR hold to refresh my sales training.”
Simon Bell Sales & Marketing Director
About NTT Data
NTT Data acquired our client, Opal Wave, which provides SAP BPC Enterprise Performance Management, SAP HANA, and Managed Cloud & Infrastructure solutions.
