An EDI software company wanted to increase the number of $100,000-plus sales of its new business integration product.
Despite extensive investment in several prominent sales methodologies, salespeople could not get time from — let alone orders from — mid-level managers, who in turn almost never opened access to the senior executives who could authorise a six-figure purchase.
A facilitated Problem Pyramid™ enabled the company to recognise its REAL problem: sales efforts fell on deaf ears because prospects did not perceive a need for what the products did.
Further Problem Pyramids™ identified what prospective customers actually valued. That became the basis for the marketing message, for sales kits linking differentiating features to customer value, and for an interactive ROI dashboard.
The sales team could then diagnose the customer's pain and show the ROI those customers cared about — using the customer's own data.
| Result | Measure |
|---|---|
| Increase in $100k-plus sales | 500% |
| Increase in new account sales | 14% |
| Payback period | Under 1 year |
| Return on investment | 600% |
Results were projected to double in years two and three.