Case Study: a logistics services company boosts revenue 20% with Sales Xceleration

Defining a Sales Story to Help Drive Revenue Results

Sales Xceleration worked with a logistics services company that had been in business for 37 years and was shifting sales responsibilities to its regional general managers. The company needed a defined sales process, a clear sales story, and help generating leads because the GMs were operationally minded, lacked sales skills, and the CRM was not being used consistently.

Sales Xceleration developed a focused sales strategy by vertical, product, and region, created a unique selling proposition and sales playbook, trained 16 people in consultative selling, and supported CRM implementation. The results were strong: within three months the company created and met key performance indicators, won nine new accounts, increased revenue by 20%, reduced sales costs by 35%, and turned a reactive culture into a proactive one.