Carl Eyman, CEO of Measurements/Emspec, believed that his company's sales efforts needed greater focus and accountability. He felt that results and cycle time could be improved with the help of a sales system. Carl explored several methodologies and felt that Solution Selling(R) was the right fit. However, he was concerned with maintaining momentum after the training ended.  How could he assure daily involvement from his sales team? How would he measure participation and pipeline without requiring a mountain of paper based reports?

 

Measurements/Emspec had been using GoldMine as their CRM platform, but not as a sales system. After reviewing Tech.Sell's Solution Selling module, he agreed that the system delivered an easy to use method of tracking every opportunity while giving him the reports and accountability he needed.

 

Solution Selling training was conducted by Bill Barr in April. Measurements/Emspec reps immediately began entering their opportunities using the GoldMine based system. Carl, and his Director of Sales - Bob Arnold, held coaching sessions with Rick Mignano, President of Tech.Sell, to get comfortable with the reporting system in the SSGM module. They learned what reports should be run by the sales reps and which provided the measurement system for management. Results were discussed and a weekly coaching and review system was established using the SSGM reports.

 

Four months later, here is what Carl says about his investment in Tech.Sell's Solution Selling(R) for GoldMine(R) system:

 

"I really believe we would have wasted our training time & dollars if we didn't have Tech.Sell's GM Solution Selling plug-in.      
The use of the GM tools is central to our progress.  I'm pretty sure we'd be back where we started right now if we didn't
have the Solution Selling for GoldMine tools to keep us 'honest'.

As you can tell, I'm pretty happy with how we're doing right now. Hopefully we can keep the momentum going." 

 

                                        Carl Eyman III, CEO - Measurements/Emspec,  New Orleans

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