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Over $1,000,000 in consulting services created and/or influenced
by Digital Selling activities in under 90 days.

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WHY FOCUS ON DIGITAL SELLING?
  • It was imperative that the team remain leading-edge on all digital trends – which includes how they go-to-market.
  • These new digital selling skills can be evaluated for new insights and knowledge to pass to their customers at Frost & Sullivan events.
  • Frost & Sullivan can battle-test the validity of digital selling to apply in future research.
  • How  can the sales team take advantage of +50 years of customer engagements to leverage for referral expansion?
  • Newly acquired new digital selling tools (ie. LinkedIn Sales Navigator) and they wanted to protect and optimize their investment.
WHO IS THE FROST & SULLIVAN TARGET AUDIENCE?
There are 3 business units - Events, Growth Consulting, 360 degree Research and each unit sells to multiple teams across multiple verticals. The commonality between them all is that Frost & Sullivan is a trusted partner to these companies for market knowledge and leading edge IP.
HOW IT WAS MEASURED?
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Program success was evaluated through Sales for Life’s measurement framework, grounded on the Kirkpatrick Evaluation Model, as the industry best-practice.

While much of social selling enablement is focused strictly on training, Sales for Life’s model is built around knowledge transfer and application. This is ultimately tied to sales results and ROI. It was through this approach that Frost & Sullivan was able to correlate actual sales results through application of learning.

WHAT RESULTS OCCURRED?
  • Over $1,000,000 in consulting services was created and/or influenced by Social Selling activities in under 90 days.
  • Sales Rep Quote: “I won a $86,000 consulting opportunity in financial services from social selling.”
  • Sales Rep Quote: “Won a $28,000 subscription client by sharing a prospective customers content that triggered a sales conversation.”
WHAT’S NEXT FOR FROST & Sullivan?
Happy with the results, Frost & Sullivan is now entering a reinforcement phase with Sales for Life and seeking to launch in EMEA + APAC. With behavior change as the core driving principle, Sales for Life continues to support all sales professionals to ensure they’re ahead of the learning curves.
ABOUT FROST & SULLIVAN

Frost & Sullivan is a growth partnership company focused on helping our clients achieve transformational growth as they are impacted by an economic environment dominated by accelerating change, driven by disruptive technologies, mega trends, and new business models.

“We’ve spent more than 50 years guiding our clients toward transformational growth strategies by focusing on innovation opportunities driven by disruptive technologies, mega trends, emerging markets and new business models.”

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Chris Olsen
Frost & Sullivan Global Vice President of Sales - Transformational Health
Jonathan Rivera about Christ Olsen: “Chris would schedule a weekly workshop for all the sellers in the Healthcare division. Each week it was like a ‘Lunch & Learn’ where we would discuss best practices, technique improvements, where we were stuck, etc. Each teammate got stronger on both the process and the tools.”
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Gary Robbins
Frost & Sullivan Partner, Global Brand and Demand Solutions
“Sales for Life provided great recommendations of tools that I am using regularly to stay top of mind and to connect with my clients and prospects. Examples include: 1) Select accounts to target based on the “Sphere of Influence” of existing customers that help me to engage with new contacts or companies. 2) Create storyboards and sales plays within LinkedIn Point Drive that spark sales engagement.”
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Doug Green
Frost & Sullivan
“I consistently love Sales for Life’s Social Selling process, which has helped me target and activate a 6-figure opportunity from content sharing.”
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