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By using a solution from Troops, Stack Overflow is able to manage their contract renewal process much more effectively by providing insights on what action is needed at what time. This case is therefore classified as a Sales Coach that helps with Contract Management. It helps Stack Overflow to increase renewal rates and reduce admin time. -
By using a solution from Clari, Okta is able to fuel their pipeline management with insights that allow sales management to focus on corrective actions where they are needed. This case is therefore classified as a Sales Coach that helps with Opportunity Management (managing the funnel in particular). It helps Okta to manage their sales funnel much more effectively. -
By using a solution from Tubular, Spin Master is adapting their Marketing content strategy on insights from data (video intelligence). This case is therefore classified as a Sales Coachs that helps to adapt content strategy to the latest trends and provides a benchmark. It has helped Spin Master to increase their engagement rate on Marketing Content. -
By using a solution from Anaplan, Vodafone is basing their Sales Planning om the most up-to-date data available from their sales funnel in CRM. This case is therefore classified as a Sales Expert that helps to create an accurate Sales Plan. It has brought together Sales, Finance and Operations to collaborate and plan using the same data and has provided a faster and more automated sales planning as a result. -
By using a solution from Troops, Intercom is able to push relevant insights to Sales in a variety of areas (data entry, lead management, sales coaching). As the primary process they have been using this for is Lead Management, this case is classified as a Sales Coach that helps with Lead Management. It helps Intercom to do their Lead Management more efficiently and improve their data quality. -
By using a solution from App Annie, LinkedIn is able to identify and understand trends in the 'app' marketplace (what applications are popular, by who, etc.). This case is therefore classified as a Sales Coach that helps with Marketing Planning. It helps LinkedIn to increase their understanding of apps in demand. -
By using a solution from Gong.io, HubSpot is able to give feedback to Sales Reps that they can use to improve their customer interactions. This case is therefore classified as a Sales Coach that helps with Coaching and Training. It helps HubSpot to increase productivity per rep, adoption rates of sales methodology and ramps up new hires more quickly. -
By using a solution from Gong.io, Diligent is able identify opportunies for growth on which a sales rep can be coached. This case is therefore classified as a Sales Coach that helps with Coaching and Training. It helps Diligent to grow their Sales (by improved coaching). -
By using a solution from XANT.ai, Groupon is able to schedule the optimal contact cadence that helps them to close more contracts. This case is therefore classified as a Sales Coach that helps to presribe the next best action on Opportunities. -
By using a solution from Conversica, Oracle generates leads at scale that have a higher probability of conversion. This case is therefore classified as a Sales Assistant that helps to generate and qualify leads. It helps Oracle to increase the number of sales qualified leads. -
The Simon-Kucher website contains a rich set of content in the areas of Sales, Marketing and Digital in various formats. -
SDA Bocconi is the best Italian Business School, ranking in the top 10 worldwide. The Commercial Excellence Lab promotes research and continuous development of sales skills and management, improving the professionalism and reputation of sales, as well as support companies in understand and managing the variables that dictate sales performance
