Sales Training Case Studies
Real results and stories from real people
Our Mission
At Klozers, our mission is to empower large organizations to realize their full sales potential. We differentiate ourselves by delivering hands-on, real-world training, informed by the strategies that have fueled our own success. Our bespoke programs, tailored to each client’s unique needs, focus on client centered selling skills that set their sales teams apart in the industry. Our own growth journey is marked by agility and a challenger spirit as we expand from our UK and Netherlands bases to the USA in 2024. Our driving force is to be the industry leader, guiding both our clients and our team toward excellence, with pioneering and innovate learning solutions, unwavering accountability to our clients, collaborative teamwork, and the humility to learn and adapt.
Sales Training
Online Sales Training
Sales Coaching
Sales training case study
#Sales Training #In-person Training #Consultative Selling #Channel Partner Training #Bespoke Sales Training #Success Stories
MARANGONI BESPOKE SALES TRAINING
Background
Marangoni, a global leader in retreading systems and tyre services, operates a vast network of independent partners who deliver its products and services to customers worldwide. With a legacy of innovation and a commitment to sustainability, Marangoni recognized the need to evolve its sales approach to align with the growing demand for sustainable solutions in the tyre industry.
Challenges Faced
Marangoni was transitioning from a traditional transactional sales model to a more strategic, consultative approach. This shift required a deep understanding of sustainability principles, the circular economy, and the ability to articulate the value proposition of Marangoni’s innovative retreading solutions. While Marangoni had developed a new sales strategy, effectively cascading this knowledge and skillset to its diverse partner network posed a significant challenge.
Klozers’ Solution
Klozers, a specialist in B2B sales training, was engaged to design and deliver a tailored training program to address the unique needs of Marangoni’s partner network. Klozers conducted in-depth research, including interviews with key stakeholders and analysis of market trends, to identify the knowledge gaps and skill deficiencies within the partner network.
This research informed the creation of a comprehensive training program that covered:
- Sustainability and Circular Economy Principles: Deep dive into the core concepts and their relevance to the tire industry.
- Marangoni’s Value Proposition: Articulating the unique benefits of Marangoni’s retreading solutions and their alignment with sustainability goals.
- Consultative Selling Techniques: Equipping partners with the skills to build rapport, identify customer needs, and present solutions that drive value.
- Industry-Specific Sales Strategies: Tailored approaches for navigating the unique challenges and opportunities in the tire retreading market.
To enhance engagement and cultural relevance, Klozers developed multilingual training materials that incorporated Marangoni’s brand identity and messaging. Klozers also worked closely with Marangoni’s marketing team to promote the training program to partners, ensuring maximum participation.
Results Achieved
The initial response from Marangoni’s partner network was overwhelmingly positive. Partners quickly recognized the value of the training and signed up in large numbers. The first workshops, held in Hamburg with the Swedish partner Dacknor, received exceptional feedback from participants.
Key outcomes included:
- Increased Partner Engagement: The training program fostered a sense of unity and shared purpose within the partner network, strengthening relationships with Marangoni.
- Enhanced Sales Skills: Partners reported significant improvements in their ability to articulate Marangoni’s value proposition and engage in consultative selling conversations.
- Business Growth: While early, the initial workshops suggest a positive impact on sales performance, with partners reporting increased customer interest and engagement.
Conclusion
By partnering with Klozers, Marangoni successfully navigated a complex sales transformation, empowering its partner network with the knowledge and skills needed to thrive in the evolving tire industry. The bespoke training program not only equipped partners with the tools to sell more effectively but also strengthened their alignment with Marangoni’s brand values and commitment to sustainability. This successful collaboration demonstrates the power of targeted, industry-specific sales training in driving business growth and building lasting partnerships.
Sales training case study
#Sales Training #In-person Training #Consultative Selling #Sales Kickoff #Success Stories
LUCID MOTORS SALES KICKOFF
Background
Customer: Lucid Motors Industry: Luxury Electric Vehicle Manufacturer
Lucid Motors, headquartered in Palo Alto, California, emerged as a disruptive force in the electric vehicle (EV) market. Their commitment to innovation, cutting-edge design, and sustainable mobility positioned them as a formidable challenger to traditional auto brands. Lucid had recently expanded its operations to Europe, introducing its range of luxury EVs to discerning customers.
Challenges Faced by Lucid Motors
- Sales Team Development:
- Lucid recognized that the success of their company hinged on the effectiveness of their salespeople. They understood that investing in their personal development was crucial.
- As a startup, Lucid had already disrupted the status quo, but they needed to empower their sales force further to maintain momentum.
- Market Entry and Competition:
- Entering the European market was a strategic move for Lucid. However, they faced stiff competition from established players.
- The challenge was twofold: establishing brand presence and driving sales in a highly competitive landscape.
Klozers’ Approach
Klozers collaborated closely with Lucid Motors sales enablement team to create a tailored sales kickoff event:
- Bespoke Theme: “Sales Drive”:
- Klozers designed a theme that resonated with Lucid’s ambitious goals. “Sales Drive” encapsulated motivation, determination, and a relentless pursuit of excellence.
- The theme set the tone for the event, inspiring sales teams to elevate their performance.
- Customized Agenda:
- Klozers worked with the Lucid leadership team to create a bespoke agenda that addressed critical topics:
- Product Knowledge: Lucid’s unique selling points, technical specifications, and competitive advantages.
- Sales Techniques: Effective communication, objection handling, and closing strategies.
- Market Insights: Understanding European customer preferences and market dynamics.
- The agenda balanced education, motivation, and practical skills development.
- Klozers worked with the Lucid leadership team to create a bespoke agenda that addressed critical topics:
- Engaging Content Creation:
- Working closely with Lucid’s internal sales enablement team and sales leaders, Klozers developed compelling content.
- Interactive workshops, role-playing exercises, and real-world scenarios kept participants engaged.
- The content emphasized Lucid’s brand story, product features, and the art of effective selling.
Results
- Exceptional Reception:
- Participants praised the event’s impact. Lucid’s Head of Sales Enablement, Josh Radding, described it as “truly remarkable.”
- “Klozers’ inspiring style and expertise left a lasting impression on attendees.”
- Continued Momentum:
- Due to the event’s success, Lucid decided to repeat it for employees who couldn’t attend initially.
- Lucid’s Sales studios across Europe buzzed with renewed energy as teams applied the insights gained.
Additional Insights
- A sales kickoff event isn’t just about information—it’s about igniting passion, fostering teamwork, and aligning everyone toward shared goals.
- Lucid Motors’ journey mirrors Klozers’ commitment to innovation and excellence in sales enablement.
Sales training case study
#Sales Training #In-person Training #Consultative Selling #Sales Kickoff #Success Stories
LOGICALWARE SALES CAMPAIGNS
Background
Logicalware is a dynamic software as a service business, providing innovative message automation software for global brands such as Booking.com, Ryan Air, Maplin and WWF. The software is used extensively to drive efficiencies, savings and regulatory validation within customer service teams.
Challenges Faced by Logicalware
Whilst the company had a solid customer base, new client acquisition was much lower than the aspirations of the leadership team. Despite an extensive marketing campaign the number of new enquiries was low, and hence the number of new customers was disappointing. Although the leadership team knew the business had a problem, they were unable to pinpoint the problem which was very frustrating for them.
Why these challenges were important to solve?
The company growth had plateaued, which meant the owners were unable to move forward with their ambitious plans for the business. It was also not possible to sell the business, as the lack of sales had limited the value of the business.
Klozers’ Solution
From the outset Logicalware were clear that they not only required Klozers to help diagnose the sales problems correctly, they wanted a team who could come in and create a new sales strategy, and then actually exectute the strategy in partnership with the Logicalware team. Logicalware ensured that their own team got completely behind the new sales improvement programme and worked closely with the Klozers Consultants, to share their product and domain knowledge. The Klozers team spent one week researching and planning, and then on the second week started to execute on the new sales strategy.
Results Achieved
By the end of the third week both Klozers and Logicalware decided to wind down their first Lead Generation campaign to the retail market. The campaign had already engaged with, and arranged meetings with senior level decision makers in Halfords, 3Mobile, Thorntons Chocolates, Bose, Landsend, The Post Office, Ocado and eight other national retailers. The combined value of the new opportunites was equal to 50% of Logicalware’s existing turnover. Logicalware have extended their initial contract with Klozers and are now jointly planning new campaigns for both the Utilities and Financial Services markets.
online Sales training case study
#Sales Training #Online Sales Training #Consultative Selling #Sales Strategy & Planning #Sales Process #Success Stories
FQE Chemicals – Sales Growth Initiative
Background
FQE Chemicals based in Deer Park, Texas USA is a global supplier of innovative chemical solutions for large refineries worldwide. Their clients rely on their award-winning products to enhance efficiency, safety, and environmental compliance.
Challenges Faced
FQE Chemicals faced several key challenges:
- Ambitious Growth Plans: They aimed to expand their global customer base whilst focussing on high value clients.
- Unique Client Base: Their clients were primarily large refineries, and the buying teams were local engineers at each site.
- Need for a New Approach: To succeed, FQE recognized the need for a different sales approach and decided to invest in and support their people.
- Geographic Dispersal: With staff located globally, it was easier and more cost-effective to deliver any training online.
Klozers’ Solution
Klozers partnered with FQE Chemicals to address these challenges:
- Sales Strategy Development: Klozers worked closely with FQE to develop a new customer-centric, consultative sales strategy.
- Customized Training: They delivered a bespoke version of their “Consultative Selling Skills Course.”
- Online Delivery: Recognizing the dispersed workforce, Klozers broke down the 1-day course into four 90-minute modules, delivered twice per week over a two week period. This helped remove “Zoom fatigue” and keep the attendees engaged throughout.
- Time Zone Considerations: Klozers scheduled the online sessions to accommodate FQE’s global team across different time zones.
Results Achieved
Within just three months measurable results included:
- Sales Pipeline Growth: The sales team generated a remarkable 400% increase in their sales pipeline.
- Closing High-Value Deals: Actual 6-figure deals closed showed tangible success allowing them to invest in further training.
- Improved Satisfaction: Salespeople reported enjoying the new approach with better relationship-building and improved customer satisfaction.
Louise McFarlane of FQE Chemicals commented:
“When you have worked in the same industry for so long, you can sometimes lose sight and focus and new ways of thinking. When I was introduced to Klozers training, I was eager to try and learn something new. But with the trainer’s extensive knowledge and easy way of teaching, this went way beyond learning something new.
I went on to secure 6-figure deals off the bat, after putting into practice the new techniques learnt from the sales training and boosted our company’s presence dramatically within the industry.
The Klozers training is a great tool every company should embark on, no matter how long you have been in the industry!”
This case study highlights how Klozers’ tailored online sales training empowered FQE Chemicals’ sales team, resulting in impressive growth and an improved customer experience.
Sales coaching case study
#Exec Sales Coaching #Online Sales Coaching #Sales Strategy & Planning #Sales Process #Success Stories
CAEM
Background
For over 30 years, CAEM has been the UK’s go-to choice for retail shelving and racking. CAEM designs, manufactures, and install innovative solutions tailored to meet the specific needs of our clients, from sleek and modern, to heavy-duty and functional. They are experts at creating efficient and attractive retail spaces for the UK’s Tier 1 retailers that helps them boost sales and their brand image.
Challenges Faced
CAEM, known for its high-quality solutions and tailored client approach, faced a series of critical challenges. Aggressive competition from foreign imports undermined their traditional pricing strategies, while changing buyer behaviours reduced the impact of established outreach and engagement methods. The decline in the retail sector further exacerbated these challenges and impacting client spending. Moreover, the rise of bespoke solutions demanded a reassessment of product offerings and a move towards greater customization, forcing CAEM to redefine its value proposition and adapt to a dynamic and highly competitive market. Part of this process had led CAEM to invest heavily in new state of the art production machinery and those costs needed to be recovered.
Why were these problems important to solve?
Successfully overcoming these challenges was not just about addressing immediate problems; it was about ensuring CAEM’s long-term sustainability, growth, and leadership in the industry. By adapting and redefining their value proposition, CAEM would emerge from these challenges even stronger and more prepared for the future.
Klozers’ Solution
Klozers worked with the Directors at CAEM to build a bespoke sales strategy tailor-made to address the complex challenges of enterprise selling into a competitive market. Once the strategy was agreed Klozers worked with the CAEM sales team and created:
- 90-Day Sales Plan: The new plan tackled head-on the long sales cycles and intricate processes unique to enterprise deals. Prospects and customers were segmented based on a revised Ideal Client Profile and a new value proposition
- Changes in CRM, sales behaviours and processes were implemented alongside a targeted sales campaign.
Results Achieved
CAEM’s new bespoke sales strategy targeting the enterprise market within a 90-day timeframe, delivering measurable results that speak to the hard work and dedication of their sales team.
- New Customer Acquisition: From a targeted list of 102 Tier 1 enterprise accounts, CAEM secured £167,000 in sales from 3 new customers, demonstrating a robust ability to navigate complex decision-making processes and convert high-value prospects.
- Pipeline Expansion: Active sales conversations were established with a remarkable 19 additional accounts, showcasing the effectiveness of the customized plan in identifying and engaging promising opportunities within the target market.
- Strategic Flexibility: Recognizing the dynamic nature of enterprise sales, CAEM strategically categorized 6 prospects as “temporarily closed” due to either evolving needs or existing supplier commitments. This ensured efficient resource allocation, focusing efforts only on active opportunities while maintaining valuable long-term relationships.
- Sustainable Growth: With 62 accounts still actively being pursued, the pipeline for future success remains robust. The customized strategy and ongoing coaching have empowered the sales team to confidently build and convert leads, laying the foundation for sustained enterprise growth.
These results demonstrate the transformative power of a bespoke sales approach. Klozers partners with our clients to craft and implement strategies that deliver tangible outcomes. By working with Klozers, CAEM has positioned itself for continued success in the competitive landscape, one strategic deal at a time.
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We would like to thank all our clients who have worked with us to create our case studies. Especially the sales teams who did all the hard work – learned their clients pain points, made every sales call, allowed us to challenge their sales methodology and worked so hard to get the results they achieved. Our door is always open to you.
Discover what makes Klozers very different to traditional sales training providers...
Why we're different
INBOUND & OUTBOUND
Traditional training companies focus on Outbound which is great, but it’s only half the jigsaw. With over 200 keywords on the first page of Google, we know exactly how to generate inbound sales leads.
We practice what we teach
We only teach the proven strategies and tactics we use in our own business. This gives us a deep understanding of exactly what works and what does not.
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