J.G.Martin & Partners


Development and implementation of a complex sales methodology


Challenge: development and implementation of a complex sales methodology

We worked with Accenture on the development of their ideal sales process, and its application by the Consultants working with complex accounts and projects. The final goal was for all the consultants of the Resources team in the region, to acquire an effective and common methodology and language. This enabled them to identify potential business in an early stage, proactively contribute to the definition of the specifications and Value Proposition for the Customer, and the implementation of their winning strategy to successfully win the deal.

Promoters of the projects
Cristina Molinari (Senior Advisor)
Massimo Pagella (Partner – Regional Business Unit MD)

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