Case Study # 07 How CEO Of Small Telephone Systems Company Grew By 50% In A Flat Market with Sea of Competitors
THE SITUATION The CEO of a small telephone-systems company was looking for a way to stand out in a sea of competitors in a market that was going flat. ANALYSIS We took a close look at the company’s strengths, its ideal client profile, and its sales reps’ ability to position and sell at an executive level. What we discovered was that they had a unique advantage over their competitors in the region as well as a very clear concept of their ideal client profile. We were unsure if their reps could sell at an executive level, but they were hungry