The Challenge:
A sales team entrenched in the idea that discounting their solutions was part of the game. The new VP of sales believed the team needed a series of negotiation skills training sessions to reduce the average discount level from over 20% to less than 10%. After a deep analysis of the issues, it was clear that negotiation skills alone were not the answer.
When a giant in the IT sector took a decision to be more industry than just technology focused, they turned to Exceed-Global for guidance and help. Why did they see a gap that needed filling? How did we help?