It takes more than a simple “product sell” approach to convert customers from a current service to a more comprehensive service plan. This is why Schneider Electric’s U.S. Digital Buildings division enlisted INDUSTRIAL to create a go-to-market solution — from strategy to execution. Educational collateral and sales enablement tools were built on a foundation of customer-focused messaging to engage current customers through the entire sales funnel.
Solution
First, INDUSTRIAL conducted subject matter expert (SME) interviews with Schneider Electric’s customer engagement teams to learn the maintenance challenges facing their commercial building and facility manager customers. INDUSTRIAL then developed a messaging platform for the sales teams, for how to speak to specific customers/personas about these challenges. This sales enablement solution also included a go-to-market plan to help the sales team hit the ground running.
Next, an interactive brochure, combined with videos, templated sales presentations, and battle cards, positioned Schneider Electric to zero in on their customers’ key pain points. Now the sales team has a simplified map to sell their complex maintenance service offering, including designated sales enablement collateral to help their teams address key customer pain points at each stage of the funnel.
Results
80% closer
to renewals target by INDUSTRIAL successfully positioning as a ‘solutions sell’
During our sales roadshow, our reps said this new sales enablement solution is exactly what they needed! They appreciated the level of detail that has gone into thinking of the full sales cycle to deliver true sales enablement.
—Carlos Gutierrez-Allard, Sr. Marketing & Sponsorships Manager, Schneider Electric
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We tackle all sorts of digital strategy problems for clients in the industrial sector. Get in touch with us today to talk about how we can help you.
