A Datacenter management company – DataXperts, has a national presence in the United States with 10 data centers across seven states serving over 875 customers. DataXperts is a rapidly growing data center solutions company which utilizes new tools and technologies to empower enterprises and their customers with digital control for scalable and ROI-driven digital transformation.
Overview
DataXperts discovered that sales processes varied across leaders in acquired companies and were often transactional, focusing on technology rather than customer needs. DataXperts sought to improve their sales process and reach aggressive goals through a refreshed approach, requiring an end-to-end solution and a shift to a consultative process. They partnered with Shipleywins and developed a customized program called “Selling the DataXperts Way”, with six steps linked to verifiable outcomes for continuous improvement of seller performance. The program aimed to unify the process and improve seller performance, reflecting DataXperts’ commitment to new selling practices and meeting customer needs.
Customer Introduction
DataXperts’ data centers are strategically located across the United States and Northern Netherlands. Their advanced interconnection provides secure, reliable, enterprise-grade colocation services with unsurpassed technologies to service their customer’s critical IT assets.
Problem
As DataXperts grew through acquisitions, the company discovered that sales processes varied among leaders. Furthermore, a significant portion of the established selling tactics adopted a transactional approach, emphasizing technological capabilities rather than focusing on underlying customer needs. DataXperts decided to enhance the rigor of their sales process and adopt a refreshed approach to meet their ambitious targets. This would require a comprehensive end-to-end solution that reflects their ongoing commitment to new selling practices. Meaningful change was necessary that would shift from transactional approach to consultative approach.
Solution by Shipleywins
DataXperts partnered with Shipleywins to create “Selling the DataXperts Way,” a customized program with six steps to improve seller performance. Shipleywins interviewed DataXperts executives and designed a two-day workshop covering the steps of Prospecting, Qualification, Solutioning, Proposal, Negotiation, and Final Terms. Each step had verifiable outcomes for tracking and forecasting, and Coaching for Results provided sellers with a five-step process to take responsibility for their own development.
Results & Benefits
Shipleywins’ training programs – “Consultative Selling” and “Sprint Selling” were the key role players in the whole process. Systematic and focused approach followed by the Sales team could yield the below figures for DataXperts:
- Over the 12 months following the program, an average of 70% of opportunities in the Commit stage of the Business Development cycle reached final terms.
- Sales figures jumped nearly three-fold as 62 new opportunities reached prospecting compared to just 22 for the same period in the previous year.
Conclusion
DataXperts recognized the need to unify their sales process and shift from a transactional to a consultative approach to better serve their customers. Partnering with Shipleywins proved to be a right decision at the right time for the organization. Shipleywins’ customized approach called “Selling the DataXperts’ Way” consisted of six key steps and verifiable outcomes to track and continuously improve sellers’ performance. By adopting this approach, DataXperts gained visibility into their sales pipeline and could make more accurate forecasts. Additionally, the Coaching for Results program developed by Shipleywins ensured that the sales team had the necessary skills and tools to be responsible for their own development.
The team appreciated having the chance to role play the scenarios in a safe environment. I’ve personally never run into a course that motivated sales teams to want to role play, ever.
Sales Learning & Development Lead, DataXperts
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