Within 90 days of integrating our product solutions, IBM Japan increased sales by 7%. This captured the attention of IBM’s CEO resulting in the deployment of our solution to IBM’s global sales team.
IBM Japan’s sales were sluggish for years yet with no clear diagnosis of the issue the sales team was flying blind. A deep dive competitive analysis and evaluation of the sales cycle revealed the gap in addressing potential customers’ small business challenges versus a limited technology-focused-only approach.
In order to identify IBM’s ideal customer pain points we created a digital sales questionnaire which allowed the sales team to zero in on the challenges their potential customers face and offer products and solutions that were a match. The data entered fed into a central database which managers were able to review in real-time from a custom dashboard.