The Situation
A small entrepreneurial company, catering to the college and hotel market, wanted to shorten its sales cycle. In order to reach sales and profitability goals, the sales force needed new selling skills and a new marketing plan.
The Fuller Solution
Working with the company's President and Marketing Director, FULLER COMMUNICATIONS created and administered a sales/positioning program for the sales force. The program featured classic selling skills modules as well as special training on closing deals.
The Results
Within two weeks of the training, the company closed an $800,000 sale which had previously been delayed on an infinite basis.