New value proposition
Our client is a ferry service operator who has purchased two new vessels, increasing its capacity by 25%. They needed to develop a new value proposition for the freight market to utilize the additional capacity.
It was mandatory to create tools for more effective sales meetings and develop the value proposition based on the company's vision, internal strengths, and understanding of customers' concerns.
How we Made Change Happen
3-day intensive workshop with management and sales team to align on direction
Customer research to understand client challenges and decision-making processes
Sales team coaching to apply the new value proposition and improve collaboration
Meaningful results
Improved deal-making results by the sales team
Renewed value proposition based on in-depth customer insights
New team dynamic from 'yes, but' to 'yes, and'