Landslide Customers - Production Access Inc., Case Study

Landslide Customers - Production Access Inc., Case Study

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Production Access, Inc. Identifies Landslide as the Only Solution With the Ability to Handle a Complex Sales Process

Product: Production Access’s key product is a software suite named

Operations Center. Operations Center is an enterprise solution for drilling and production operations that covers Drilling & Wellwork, Production, Profit and Loss, and more. It monitors more than 13,000 data entities to manage the field operations for oil and gas operators.

Size of company: 30 People

Size of sales team: 3

Sales cycle: 90 Days

Average deal size: Based on Modules / $200k to $500k

Target market: Both public and private companies of varied sizes - companies that are 6 people operating 10 wells up to 15,000 employee multibillion dollar companies.

Titles sold to: CEO / CFO / COO / VP of Operations (everyone except CIO)

Departments sold to: Engineering

Selling process: Solution Selling™ – Selling to Multiple Decision Makers at Senior Levels

Competition: Numerous competitors in a small commercial market.

Production Access, Inc. has been in business for 13 years and faces the challenge of selling to multiple high-level decision makers in a well defined and highly competitive marketplace. In September of 2006 Jeff Chestnut was brought in as Vice President of Sales and by the end of 2006 he had restructured the entire sales group. Jeff, as a salesperson and sales consultant has years of experience both as a user and implementer of multiple CRM and SFA products. When facing the challenge of getting a new sales team to switch cultures from an informal sales process to move to a complex sales methodology, he found the best solution was Landslide.

Problem – CRM and SFA Offerings Were Not Sales Process Focused
The Production Access sales team covers the entire USA out of its Houstonoffice. Working out in the field and in the office, they interact with prospect in a variety of ways – face to face, over the telephone, via letters, through email, proposals and tradeshows.

When Jeff became Vice President of Sales for Production Access, he knew he needed a tool to help his sales team sell a high dollar value product to a small and highly defined market. He also needed a way to monitor the progress of his sales pipeline in a meaningful way.

Other than a few unconnected contact management and database applications, the sales team did not have a dedicated sales management tool. Jeff needed a system to bring his new sales team up to speed on Solution Selling™, a well-known sales methodology. Jeff found that most CRM systems wouldn’t do a good job working with a sales process. They would do a great job at contact management, but when he started to look for what he needed to help reinforce his sales methodology he found the offerings limited.

As a sales person and as a sales consultant, Jeff had both used and implemented many SFA and CRM products. He learned that most are primarily data oriented applications suited only for transaction oriented sales. Having evaluated leading hosted as well as licensed CRM tools, Jeff did not find one that could help his entire sales team adopt a common sales process quickly and easily.

Solution

Research done during his days as a sales consultant had introduced Jeff to Landslide. “What I liked the most was that I could have a configurable, customizable sales process using my words and my definitions of process steps.”

“Landslide wasn’t the cheapest, but I felt it was the best one for actually giving me the tools I needed to coach the sales people in the sales methodology and the sales process being used to drive business more quickly and more efficiently.”

Result - Ramp Up of New Sales Group

Using Landslide to implement his sales methodology, Jeff has been ableto bring his new sales staff up to speed on a comprehensive and complete sales process that involves a number of decision makers at the senior management level. In the few months that the sales team has adopted Landslide they’ve already seen the benefits. In 6 months Jeff suspects he’ll see the continued development and improvement in the movement of prospects through his pipeline and a high conformance to his sales methodology.

Greater Pipeline Visibility

Landslide is providing Jeff with fast and meaningful feedback about what sales activities are proving troublesome for his sales people. He does this by looking at which sales opportunities are not closing. By looking at what activities have been accomplished in each sales opportunity, Jeff can tell exactly why problems are occurring. His sales staff is often surprised by the level of detail he can bring into sales coaching conversations. The reports are also very meaningful to other senior members of his company.

Predictable Results and Customer Experience

Being able to bring a repeatable process and methodology to every sales engagement means that each prospect and customer gets the same highlevel and satisfying experience from the Production Access sales team. Since the team sells in an industry where prospects and customers compare notes on a regular basis, this gives the Production Access sales team a competitive edge.

More Selling Time for Sales People

Though he personally does not use the VIP service that often, Jeff sees the value of the service. Jeff encourages his sales team to use this service to eliminate the burden of data entry from their work week. VIP assistance provides the Production Access sales team with more time to sell and helps them keep more complete and up to date data in the application.

Landslide Sales Workstyle Management

Landslide is not a Salesforce Automation (SFA) or Customer Relationship Management (CRM) offering. It is a sales Workstyle Management service built for salespeople by salespeople to increase the effectiveness and productivity of their work. It helps salespeople in doing what matters the most - closing deals - without forcing unproductive administrative tasks on them. Landslide provides salespeople help in key areas crucial to their success:

• It helps them follow a proven sales process to close deals
• It helps them differentiate themselves by providing a one-of-a-kind buying experience
• It helps them qualify prospects and focus attention on real opportunities
• It drastically reduces their data entry time so they stay in the selling mode, not administrative mode

Give it a test drive and see how Sales Workstyle Management can provide the fuel to power your sales team.