Find out how other B2B companies like yours have achieved tremendous success with their sales process using Sellonomics’ methodology
Want a results-oriented sales process with ROI impacts? Read each case study below to learn more about the impact Sellonomics has had with companies selling metal, chemicals, and plastics in price-driven markets.
Case Study #1 – Plastics
Shortened the sales process from six months to four weeks with a 32% higher sales margin
B2B Company Background
This company—providing chrome plating on plastics for first-tier suppliers in the automotive, appliance, truck, and industrial markets—had just purchased a new manufacturing line at the start of a down market. They were finding it difficult to overcome selling against price, and the salespeople were encountering insurmountable objections related to displacing a prospects-current supplier.
Sales Process Situation
A salesperson at the organization was told by the first-tier supplier (purchasing agent) that his company needed to go through the PPAP process, have the supplier evaluate the plant, and oh by the way, the supplier wasn’t going to pay for the racking charges, plus your prices are too high. They were told the whole process would take at least six months.
Outcome: Selling Against Price
I developed an ROI model and taught them how to control the situation to get the key decision makers in the room. The key decision maker was ready to sign the letter of intent the day of the presentation.
The purchasing agent said he needed to shop around even thought there was a $760,000 impact to the first-tier supplier’s bottom line. The director went with the decision to move forward with my client and the deal closed in two weeks at a 32% higher margin, and price was no longer an issue.
The purchasing agent became a believer and bragged about finding a new supplier that solved all the internal cost problems associated with poor quality and field failures that saved their account with Volvo Trucks.