Our average deal size increased by 15% while winning a momentous $25M contract with our largest customer.
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.
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:
- 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
- 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 provided TransUnion with the following components from our metric-driven methodology and associated CRM application:
- Executive Leadership: Optimizing Your Sales Operation™ was provided to help executives proactively drive the operation top-down using critical leading performance metrics.
- High Performance Sales Management™ was provided to help managers better coach on opportunities, manage pipelines, and develop MAE skills.
- Selling Complex Solutions™ was provided to the entire sales operation to help MAE’s sell more effectively, and provide a common methodology across the operation.
- Adventace SMS was integrated with InTouch, TransUnion’s Salesforce.com application, to provide the automated end-to-end sales and sales management platform.
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Increase in Average Win Size