The Case Study: The Challenge One of the largest e-security firms contacted us to help them move from transactional-based selling to an enterprise-level approach. The company “grew up” selling security tokens, a business where they had the majority market share and had matured and grown to become a more transactional sale. They developed a collection of new products, authentication and web-access, that required a sales force with enterprise level skill sets – a more complex and sophisticated sales effort and a longer sales cycle. The Solution At JBK, we developed and implemented a new Opportunity Management process for the organization to qualify and execute on more complex selling campaigns. The process helped to deliver the skill sets needed to sell effectively at the enterprise level –

Join for free to read