Strategy & Analytics

Susan Savona, VP of Global Sales Enablement at Monster delves into the value of certification, and the journey of increasing solution sales by 10%.

During the case study, Susan outlines the situation, challenges, ideas and actions, and results and explores these in depth:

  1. Situation:
  • Pipeline and sales for 4 key software solutions was minimal and needed to increase by 10% in order to hit revenue goals for the organization.
  1. Challenges:
  • Sales leaders were providing minimal coaching on solutions and selling principles.
  • Sales org was spending too much time creating presentations for customers.
  1. Ideas and actions:
  • Work with product marketing to create slides library deck.
  • Created certification program to support solutions sales.
  1. Results:
  • Over 500 views and downloads of the sales library deck.
  • 10% increase in solution sales revenue.
  • 20% increase in solution sales pipeline.

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