Typical Customers
Transform your sales force, increase your Sales Effectiveness and drive sustainable growth in RoS.
ICDL have been conducting independent research into the challenges facing the modern sales organisation and their findings are startlingly similar to research carried out by SHL and IDC.
To be successful today, sales people need different skills, aptitude, attitude, motivation and horse power than they needed even two years ago, yet most organisations still use the same sales skills models, sales assessment methods, sales training programmes and competency frameworks for recruiting and developing sales talent that they used ten years ago. The environment in which sales people operate has changed dramatically yet sales people’s skills haven’t. All customers want to hear is how innovation can make their business become more competitive, yet what they actually hear from the sales person is more about their product or service.
Organisations today need to build sales teams capable of having executive level conversations with customers that create stronger brand perceptions of their offerings, helping them to become trusted advisors. Call it going back to basics, call it executive selling, call it modern selling, but if your company isn’t winning all the business it deserves, something has to change. For over seven years, ICDL has been enabling change and driving success.
THE RESULT - HERE'S WHAT ONE OF ICDL'S CUSTOMERS SAID:
"ICDL has helped Bombardier develop a better focus on the needs of the customer, and through this ensure that any project undertaken completely aligns with the customer's needs and goals. This lowers the project risk for Bombardier, focuses resources on the most valuable opportunities, and saves Bombardier significant resource time and money. Through this process, Bombardier's market perception as a quality, customer centric organisation is heightened, as is the customer perception of the value Bombardier delivers".
Dr Heikki Viika, VP Sales & Marketing Bombardier Rail Control Systems
SUCCESSFUL EXECUTIVE SELLING
lies at the core of ICDL's thinking.
Differentiation from an ever growing band of global competitors can no longer be achieved through better positioning of product, service or solution, so your approach to selling has to change [+]
ICDL'S RecruitSMART PROGRAM
ensures successful recruitment of fully trained and capable Executive level sales people.
If Executive level selling is key to successfully differentiating your company and growing EBIT, yet sales people of this calibre are rare - how can I achieve success? [+]
Note: ‘ICDL’ is a trading name used by us only in Europe. Outside Europe, we trade under our full corporate name: Intellectual Capital Development Limited.