Tiger Quest Case Studies
How CopyFax Is Dominating the Sales Wars: Bridging the Gap Between Customers and Solutions
Summary
CopyFax’s salespeople love Tiger Quest’s new sales approach and especially how these innovations bridge the age-old divide between customers and solutions.
“The new sales approach increased our companies win rate by 30% and reduced the time we spend selling by around 50%.”
- Mark Grice, Vice President, CopyFax
“The Tiger Quest’s proven sales training enables CopyFax to deliver solutions that accelerates the sales cycles. Clear, straightforward messages that are differentiated from the competition and that focus on customer needs and value make the salespeople better-informed and more responsive than the competition.”
“Our salespeople are much better equipped to close sales”
-Larry DeFoor, President CopyFax
The Challenge for CopyFax
In the fast-moving and highly competitive market for test document imaging, knowing your competition and how you stack up against them frequently mean the difference between making the sale and being second best.
CopyFax knew that its products were extremely competitive, yet the the CopyFax Field Sales team were finding it more difficult to win in highly competitive sales situations. CopyFax needed to improve in the development, understanding, and dissemination of the sales process.
The salespeople and their managers were complaining that the sales process was complex, difficult to understand, and didn’t communicate CopyFax’s excellent value propositions. It was taking too much time for the salespeople to close sales and they were losing to many qualified prospects.
CopyFax’s Solution
Tiger Quest’s proven sales system helps sales teams describe their product’s advantages and what those mean to the customer. They can more readily describe how CopyFax’s equipment is better at solving customer problems than the competition and delivers greater business value. This deeper understanding of the customer’s needs and the competition’s capabilities also enables competitive claims to be effectively countered with factual, meaningful information.
“Tiger Quest has made a huge difference in how we approach sales.”
“Today the sales staff is happier. It has the system needed to win more business — a systematic approach that is in alignment with the buyer’s needs.
- Jeremy Weil, Major Account Sales Manager, CopyFax
The Results for CopyFax
CopyFax’s salespeople can now win in competitive sales situations. Armed with easy-to-understand, fact-based, concise sales tools, they are winning against the competition more and more frequently. And, because the new tools are so much easier to use, the productivity of the field personnel is better than ever; the entire group has substantially grown its revenues.
In fact, in the most recent internal poll, 86% of the field salespeople said that the quality of their overall sales approach enabled them to close at least one additional deal each during the last quarter.
“It was clear, both from the feedback from the field and the financials of that group, that they needed a better way to compete. Tiger Quest gave us two things; a proven sales approach, and the process for making more profits, Tiger Quest gave us just what we needed.”
-Jason DeFoor, Vice President, CopyFax
