OUTFRONT Media Increases their Close Rate by 20%
The Results
20%Increase in close rate
2xGrowth vs. competitors over last 3 quarters
10%Revenue growth
The Challenge
OUTFRONT Media is one of the largest media companies in the US Nearly all of OUTFRONT Media’s Account Executives conduct their sales conversations by telephone and email. These forms of communication present a challenge because the company’s solutions are visual. This was a struggle for the sales organisation and led to many transactional conversations.Leadership recognised that Account Executives needed a better way to approach buyers who have new expectations in a world of competing digital solutions that leverage ROI and data rationale. Sales Managers within the company also needed to reconfigure their approach. While they were helping Account Executives move their sales forward, they didn’t provide coaching that developed long-term skills and critical thinking.
Watch the OUTFRONT Storey
Our Approach
OUTFRONT Media partnered with Richardson Sales Performance to develop a blended learning sales training programme that brought to life a new sales strategy based upon the tenants of Richardson Sales Performance’s Consultative Selling Framework. With this client-focused approach, Account Executives took the time to learn more about their clients and how their clients found them. They leveraged a thorough questioning strategy in which they learnt the details behind the customer’s needs. Sales Managers participated in Consultative Selling and Developmental Coaching. They built the skill set to coach sales professionals to develop transferable skills, gain commitment to specific actions, hold people accountable for their commitments, and use data and observations to influence thinking.
Solutions that made this possible
Prosperous Account Strategy Training
This programme teaches your team to apply a customer-centric approach to identifying priority accounts, analysing critical information, and developing a strategy to find the white space so your team and customers prosper.
Solution Selling® Training
Solution Selling® is a high-performance sales execution methodology that helps sales professionals tap into their customer’s pain points by employing processes, tools, and critical skills development to keep the customer as the focus of every sales engagement.
Consultative Selling Training
This training programme teaches a customer-focused approach for planning and executing sales calls. Teams learn to engage customers in needs-based dialogues that build credibility, enable better problem solving, and foster customer openness to uncover critical information needed to position a compelling solution that differentiates your team.
Real Deal Coaching
Richardson Sales Performance (formerly Sales Performance International and Richardson) consultants possess many years of selling and sales management experience, and as a result, we can provide expert coaching to clients on strategic sales opportunities.
Sales Manager Coaching Tools
Richardson Sales Performance’s Manager Meeting Toolkits are a collection of Leader’s Guides built specifically for frontline Sales Managers to use in leading training reinforcement sessions with their teams.