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TransUnion

Our average deal size increased by 15% while winning a momentous $25M contract with our largest customer.

Sarah Kilburg

Vice President, Customer Experience & Sales Enablement

The impact of Adventace Methods™ and Adventace SMS™ has been tremendous. It takes me less than 10 minutes to get a complete, accurate view of my entire region.

 

 

Dan Smith

Vice President, Financial Services, TransUnion

Our sales VPs are better able to identify Account Executive development needs through skill analyzer tools. They have a clear view of where their AE’s are challenged and where they may need assistance. The tools provided enable our sales managers to craft focused and more precise development plans.
Carolyn Cronin

Regional VP, TransUnion

About TransUnion

TransUnion is a global leader in credit and information management. For more than 30 years, TransUnion has worked with businesses and consumers to gather, analyze and deliver the critical information needed to build strong economies throughout the world. TransUnion supports more than 50,000 customers in 25 countries on five continents and more than 500 million consumers worldwide.

 

Objectives

Although running a very successful business-to-business sales operation, TransUnion executives wanted to create a “world class sales organization”.  To achieve their objective, TransUnion set forth the following objectives:

Executives

  • Better leverage their Salesforce.com CRM application, InTouch, which had been used primarily for contact management and forecasting, into a dynamic tool that was integral to the day to day operation.
  • Better drive the sales operation top-down.
  • Align the entire organization around a consistent, well-defined methodology supported by a CRM platform.
  • Provide a well-defined, consistent, accurate set of processes and tools.
  • Integrate and align critical sales support groups, such as Corporate Marketing and Product Development

Sales Managers

  • Improve their ability to easily identify challenges and difficulties on opportunities and work with their Major Account Executives (MAE’s) to quickly resolve the gaps.
  • Improve pipeline balance and management.
  • Better develop the skills of their MAE’s.
  • Provide the means to better manage their overall sales operation to achieve metric-based performance improvement.

Major Account Executives

  • Improve Account Planning so that MAE’s fully understand the needs of their clients and translate those needs into highly targeted solutions.
  • Develop higher-level, more strategic relationships with their clients.
  • Improve their ability to execute high-level sales calls, and better define, manage, and execute complex sell cycles.

 

Adventace® Programs

Adventace provided TransUnion with the following components from our metric-driven methodology and associated CRM application:

Online Training

Our online training courses offer many benefits.  You can learn up to 5X more, achieve higher retention, and learn at your own pace.

Instructor Lead Training

Our courses can also be provided in a "blended" fashion, which combines online with instructor-lead training, or instructor-lead workshops.

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Get in touch for even greater success

TransUnion Success:

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Increase in Average Win Size

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Increase in Qualified Opportunities

Largest Deals (in $MM)