Salesforce assessment for fast-moving SaaS organization
A high growth software organization with 250 salespeople was struggling with losing too many late-stage deals. These buyers typically found the product compelling and agreed there was an unmet need, yet nearly half of lost deals were to no decision at all. The sales leader felt some of their top sellers had figured out a way past this indecision but could not identify replicable behaviors others could adopt.
DCM Insights conducted a big data analysis of 15,000 recorded sales conversations using advanced AI/ML tooling, isolating specific behaviors demonstrated by designated high performers. The analysis found large differences between high and average performing sellers along five different dimensions.
The sales team is now far better equipped to address customer indecision at all points of the buying journey, armed with an understanding of differentiating sales behaviors and detailed per rep reports powering tailored coaching and performance improvement efforts.
Client engagement academy for AMLAW 50 firm
The leadership team of an AMLAW 50 firm realized that many of their partners, despite being gifted attorneys, were ineffective business builders. Their partners were often uncomfortable engaging clients in commercial conversations. No one had ever decoded client behavior and engagement for them. This resulted in lost business, reduced rates and poor client feedback.
DCM Insights designed a customized development experience that has boosted partner confidence and fueled growth. The firm’s business development team has also been equipped with the insights, coaching tools and confidence that helps them better engage and support their partners to develop business. Based on the success of this development experience, the firm has expanded the program globally beyond existing partners to include new partners and high potential income partners and associates who are on the full partner track.
Voice of the customer project for $7B medical device manufacturer
A global medical device manufacturer had made a significant investment in training for its commercial team but was unclear as to the level of new skill adoption across the salesforce or the level of customer impact that the program was having in the market.
The company retained DCMi to conduct a series of in-depth interviews with targeted customers, conduct structured and unstructured data analysis on the interview output and present our assessment and recommendations first to the company’s sales leadership and later to the entire salesforce at their national sales meeting.
DCM Insights has since been retained to provide advisory support to the company’s EMEA and APAC teams as they embark on their own salesforce transformation initiatives.
Customer engagement program for $20B software company
One of the world’s leading software companies was struggling to engage clients through their event and content marketing efforts. Events and content had become stale and were too focused on the “feeds and speeds” of the company’s own products. As a result, the marketing team wasn’t able to deliver the volume and quality of leads or the senior-level engagement that the sales and account management teams required to be successful.
The company retained DCM Insights to lead a series of customer roundtables around the world—which the company promoted to its own clients and prospects but deferred to DCMi to execute. Leveraging our reputation for delivering provocative, data-based insights for practitioners, the events quickly sold out.
Attendees universally lauded the events as the best vendor-sponsored events they’d ever attended and the marketing team earned widespread praise from their internal customers for helping to deliver high-quality leads and greater levels of senior-most engagement with existing clients. The company ended up renewing and expanding the roundtable series in the second and third years of the program.