Xsens sought to improve their ability to leverage existing clients into more profitable business relationships, better identify up- and cross-selling opportunities with same, and identify tactics and strategies to nurture deeper relationships with top-tier clients.
After re-interviewing Xsens stakeholders and conducting an updated evaluation of the organization’s existing sales processes and tools, Janek designed and delivered a customized sales training solution that aligned with the organization’s objectives and goals.
About Xsens
Xsens is a multinational supplier of 3D motion capture products that utilize miniature MEMS inertial sensor technology. With offices in the Netherlands, China, India, and the United States and distributors through the Northern Hemisphere and Australia, the company has a global presence.
The technology found in Xsens’ products are utilized in healthcare, sports, and industrial fields and the organization is noted for collaboration with other leading technology firms, such as Autodesk, Siemens, and Dassault Systemes.
The Challenge
Xsens challenged Janek Performance Group to develop a customized sales training solution that would improve the ability to leverage existing contacts into more profitable business relationships, improve ability to identify up- and cross-sell opportunities, and identify tactics and strategies to nurture deeper contacts with top-tier clients.
The Solution
After a full-scale evaluation of Xsens’ existing sales processes and tools, Janek’s team designed and delivered a tailored version of their Critical Account Planning training program. Areas of customization included integration of industry-specific language and nomenclature, supporting sales tools and processes, and use cases with role-play activities focused on relevant sales opportunities.
The Results
The training was successful in achieving Xsens’ objectives – particularly in the area of providing sales staff new knowledge and skills to strengthen relationships with existing clients.
Post-Training Results
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