Profile: Head of Pre-sales
Target: Win 2 out of 3 bids.
Frustrations:
- All RFPs were bid. No systems of qualifying opportunities.
- Team burnout.
- Unstructured content library.
- Operating in Bid to Submit mode.
Solution:
Deployed Shipley methods, tools and process. Re-skilled team to eliminate 80% rework.
ROI:
$2,000 for every $1 invested with Shipley.
Profile:
Head of Sales
Target: Achieve 120%.
Frustrations:
- Inaccurate pipeline forecast leading to missing targets.
- Sellers behaving as order takers
- No common way of selling
Solution:
Deployed Richardson Sprint Selling Method and PPVVC framework.
Results:
Pipeline accuracy to 95% by using PPVVC framework. Faster exits based on client engagement evidence.
Head of L&D
Frustration:
How to be a real partner with the business to drive growth rather than fulfill training requests.
Approach:
Designed a business growth transformation initiative companywide with Shipley.
Result:
Consistently winning 2 out of 3 opportunities. Employee retention improved.
