Fuze is an enterprise cloud-based software company that helps provide a single, mobile global communications
platform to enable them to sell, service and support their customers. Prior to Command of the Message® training, Regional Sales Manager Logan Moro and his sales team had just one meeting with a global sporting goods and lifestyle brand, that was looking to improve the way it interacted across its multiple stakeholder channels.
The team knew they needed to move beyond a technical discussion to one that was based on value. The Value
Framework, develop as part of Command of the Message, helped them focus their conversation on creating value for the client.
“I am now thinking in broader terms and larger business problems and then connecting those requirements further
down the customer engagement process,” said Anna Rubchinskaya, the sales engineer who helped Moro
orchestrate the deal.
In training, the Fuze team sharpened their ability to tie sales conversations to business value and the Fuze solution, no matter the buyer. Role plays helped prepare them for the pivotal time in front of the customer. “Taking all of those components and tying them back to the initiatives at the company was what helped us win this particular business,” said Moro.
As a result, Moro and his team effectively beat out other possible vendors. When the deal closed, the sales cycle was one of the shortest ever for the company. The deal also put Moro halfway to attaining his quota, with just one deal.
Command of the Message participants work with live deals in the training, leveraging their customized Value Framework created by their company’s leadership. Rubchinskaya and Moro both used the deal in the training.
“At a certain point, your solution becomes commoditized in the eyes of the customer. When you’re a commodity, you’re going to have price conversations. I don’t have any interest in those conversations,” said Rubchinskaya.
The Fuze team has always focused on internal preparation before customer conversations. For Moro, the Value Framework has helped make that prework efficient and much more valuable.
For the Fuze sales team, asking great questions, effectively mapping their required capabilities to the solution, and great preparation resulted in: