|
|
|
|
|
|
|
SUCCESS STORY: SALES STRATEGY RESULTS IN SUCCESSFUL TURNAROUND OF A NORWEGIAN PETROLEUM SERVICES COMPANY
Company Profile: AGR PS is a group of companies, each with its own specialty specific to services needed in the upstream portion of the petroleum industry. The company’s goal is to leverage each of these individual companies to develop innovative and profitable solutions.
Situation: AGR PS acquired the “best of the best” in each petroleum specialty which enabled them to generate business based on the strength of the reputation of these companies Specifically, the business was brought in primarily from the prior relationships each acquired company possessed. Historically, sales were generated based on the reputation of each company and its Founder/CEO. As a result, the majority of clients were buying one specialty capability and are not aware of AGR Petroleum’s ability to provide end-to-end solutions.
Solution: AGR PS engaged the Pao Principle institutionalize their sales process. This required
| • | Clearly defining the sales cycle and process for AGR PS |
| • | Concisely articulating AGR PS’ unique selling proposition and associated features and benefits |
| • | Documenting AGR PS’ strengths in the form of case studies |
| • | Building a key stakeholder team in order to insure buy-in, support and accountability |
| • | Educating and training key stakeholders on how to effectively and efficiently consultatively sell |
Results:
| • | Established sales process which is consistent with AGR PS culture |
| • | Facilitated integration and team work between departments and country offices |
| • | Created sales material templates that can be packaged accordingly to address sales and business development activities with potential and existing clients |
Importantly, AGR PS has posted results after two months. The company has built a robust sales pipeline and is in the process of closing on multiple deals worth a minimum of $120 million dollars.
Copyright 2009