Transforming Sales Performance for a Leading Industrial Automation Company

CONTECH's sales team was technically adept but relied heavily on relationship-based sales with no structured framework for business development. Conversion rates had plateaued, cross-selling happened only ad hoc, and the sales cycle was longer than industry benchmarks — all limiting the company's growth potential despite a strong product offering.

• Stagnant sales conversion rates despite strong product-market fit
• Cross-selling happened informally with no systematic process
• Sales cycles were longer than necessary due to poor qualification
• No structured approach to targeting new clients or managing existing accounts
• Sales team lacked confidence in value-based conversations with decision-makers

STIFEM designed a 2-day Business Development & Sales Excellence Workshop customised for CONTECH's industrial automation context. The program combined practical frameworks with live role-plays using real-world scenarios from their industry. Each module was immediately applicable — participants left with structured action plans for cross-selling, pipeline management, and client engagement.

• Customised curriculum using real CONTECH products and client scenarios
• Structured cross-selling framework mapped to their existing client base
• Sales cycle acceleration techniques with qualifying criteria checklists
• Value-based selling methods for technical and engineering products
• Account management templates and follow-up systems