C L I E N T S

 

 

 

Genpact (NYSE: G) headquartered in New York, NY is a global professional services firm delivering digital transformation by putting digital and data to work to create competitive advantage.  Genpact has over 96,500 employees operating in over 20 countries serving hundreds of Global Fortune 500 companies.

 

BIG BUSINESS RESULTS - EQ2S has played an integral role throughout Genpact’s sales transformation journey from 2014-2020.  

  • EQ2S impact - over $1.0 B in deals won and over $2.0 B in pipeline creation.

  • Sales revenues have grown 125%+ from $1.8B in 2014 to $3.52B in 2019.  

 

EQ2S has provided the following sales performance services:

  • Sales Consulting

  • Sales Coaching 

  • Deal Coaching

  • Proactive Deal Creation Sessions

  • Account Planning Sessions

  • Generating Client Impact Program Development and Delivery

  • Sales Curriculum Development

  • Sales Certification 

  • Annual Contributions to the Library of Best Practices and Genome Learning Program

 

Highlights of EQ2S' impact over the past 4 years include:

  • Deal Coaching on 50+ deals totaling over $1.5B in Total Contract Value (TCV); Deals won $1.0 B in TCV; Win Rate of 76%.

  • Delivering Consultative Sales Training to 600+ sales professionals and 300+ sales support professionals

  • Conducting over 1000 sales coaching sessions 

  • Facilitating over 50 Proactive Deal Creation Sessions

  • Facilitating over 30 Account Planning Sessions

  • Creating Customized Content for the Core Sales Curriculum and Certification Program that includes - Exploratory Conversations, Active Listening, Sales Framework, Sales Leader Playbook to name a few.

  • Certifying over 100 Sales Professionals and Sales Leaders.

  • Constructing and delivering a customized Sales Training Curriculum for the Digital Sales and Pre-Sales Professionals

  • Constructing and delivering a customized "How To Sell" Curriculum in Virtual Forum using leading edge virtual tools for Genpact's Top 100 Transformation Services Partners/Consultants

 

Genpact’s Sales Transformation initiative has received the prestigious Brandon Hall Awards 3 years in a row.

 

The Brandon Hall Excellence Awards recognize the best organizations that have successfully deployed programs, strategies, modalities, processes, systems, and tools that have achieved measurable results - Recognition That Validates Transformation

 

2015    Bronze - Best Learning Program Supporting a Change Transformation Business Strategy

2016    Silver – Best Program for Sales Training and Performance  Silver – Best Certification Program

2017    Silver – Best Program for Sales Training and Performance  Gold – Best Certification Program

 

 

 

 

 

Special Products & Mfg., Inc. is a private company headquartered in Rockwall, TX.  With over 200 associates SPM is a contract manufacturing company providing medium and large growing OEM’s with manufacturing services and solutions specializing in electro-mechanical assembly, precision metal fabrication, machining, welding, and powder coating.

 

EQ2S provided the following sales performance services:

  • Sales Strategy 

  • Sales Organization Structure & Plan

  • Sales Process & Methodology

  • Sales Compensation & Recognition

  • Sales Recruitment & Acquisition

  • New Hire On-Boarding & Acclimation

  • Sales Work Force Planning 

  • Sales Manual

  • Client Visit/Tour Process & Procedures

 

Additionally, EQ2S conducted a workshop with the executive leadership team to refine the company’s vision, mission and values.  

 

EQ2S also built and delivered a customized sales workshop for both sales reps and manufacture reps that included the following:

  • SPM Vision, Mission and Values  

  • SPM Corporate Objectives  

  • Brief Industry Overview                     

  • SPM Sales Methodology                                

  • Sales Tools

  • SPM Sales/Estimating Process

  • SPM Strengths, Opportunities, Weaknesses & Threats         

  • Building your Pipeline

  • What We Sell?                                 

  • Selling to Executives 

  • Building Customer Relationships in 3-D

  • Capabilities & Equipment/Tour of Plant                     

  • Sales – Business Case (Team Exercise)

  • Who We Sell To? Territories

  • Ideal Client Profile                 

  • Expectations/Commitments/Targets

  • Value Based Messaging

  • Target Audience Messaging 

  • Value Proposition Formula 

 

With the guidance of EQ2S, SPM also initiated the company’s first Sales & Operations Planning (S&OP) process.  

 

EQ2S’ impact during the 1.5 years sales performance journey included SPM’s revenue increasing by 85% from 2012 to 2013. EQ2S also taught SPM how to win large deals with a Fortune 100 company resulting in 2 new customers, Caterpillar and GE Oil & Gas delivering over $20MM in revenue.

 

Label Systems, Inc. is a private company based in Addison, Texas providing custom printing, promotions and incentive company dedicated to providing innovative solutions for diverse industries in the worldwide market.  Label Systems' mission is to help companies promote their BRAND identity through creative label and promotional solutions.

 

EQ2S provided the following sales performance services:

  • Sales Strategy

  • Sales Leadership

  • Sales Coaching

  • Sales Process & Methodology

  • Sales Compensation & Recognition

  • Sales Recruitment & Acquisition

  • New Hire On-Boarding & Acclimation

  • Sales Manual

  • Sales Metrics & Reporting

  • Sales Budget

  • Sales Pipeline Analysis

  • Deal Review & Advancement

  • Sales Meetings

  • Sales Workshops

 

Additionally, EQ2S built and delivered a customized sales training program for a new product offering – mail tabs.  EQ2S conducted a workshop to refine the company’s vision, mission and values. 

 

EQ2S impact during LSI’s sales performance journey includes acquiring two large clients Subway and James Hardie each contributing over $2MM in annual revenue.  LSI has grown over 60% since applying EQ2S science of selling sales system.

Boart Longyear is headquartered in Salt Lake City, Utah with over 4,300 employees and operations in over 30 countries.

 

Established in 1890, Boart Longyear is the world’s leading provider of drilling services, drilling equipment and performance tooling for mining and drilling companies. 

 

EQ2S was engaged to help transform “how” Boart Longyear sold…moving the sales organization from product-focused sales to consultative sales. 

 

EQ2S provided the following sales performance services:

  • Delivered a customized 3 Day Consultative Selling Workshop to over 50+ sales reps in North America and South America that included the following:

    • Developing Boart Longyear’s Value Propostion

    • SWOT Analysis of Boart Longyear and Major Competitors

    • Building Customer Relationships

    • What Differentiates High Performing Sales Organizations and Sales Reps?

    • Boart Longyear’s Sales Process & Consultative Sales Methodology

    • Competitive Sales Strategies

    • Opportunity Review Process

    • Business Case - Role Play

  • Constructed Boart Longyear’s Sales Process & Consultative Methodology 

  • Built a customized sales manual 

DFMS was acquired by InnerWorkings, Inc. (NASDAQ: INWK) which is the leading marketing execution firm serving Fortune 500 brands across a wide range of industries. As a comprehensive outsourced enterprise solution, the company leverages proprietary technology, an extensive supplier network and deep domain expertise to streamline the production of branded materials and retail experiences across geographies and formats. InnerWorkings is based in Chicago, Ill., employs approximately 1,700 individuals, and maintains 62 global offices in 30 countries. 

 

EQ2S was engaged by DFMS, which InnerWorkings acquired to establish a presence in the Dallas Fort Worth marketplace.

 

EQ2S provided DFMS/InnerWorkings with the following sales performance services:

  • Sales Strategy 

  • Value Proposition Creation

  • Sales Leadership

  • Sales Coaching

  • Sales Process & Methodology

  • Sales Compensation & Recognition

  • Sales Recruitment & Acquisition

  • New Hire On-Boarding & Acclimation

  • Sales Manual

  • Sales Metrics & Reporting

  • Sales Pipeline Analysis 

  • Deal Review & Advancement

  • Sales Meetings

  • Sales Workshops

NextCorp Ltd. Is headquartered in Los Colinas, Texas engages in selling, installing, and supporting Microsoft Dynamics business software called SMB Suite for small to medium businesses. 

 

NextCorp offers MS Dynamics GP and MS Dynamics CRM solutions, as well as MS Office, MS Outlook, MS Exchange, and MS SharePoint. The company also provides productivity services, such as personal tools; collaboration tools, email/file sharing, and user help desk services. In addition, it offers hosting services, including application hosting, information security, backup/recovery, device management, and intrusion protection services.

EQ2S provided NextCorp with the following sales performance services:

  • Sales Strategy 

  • Value Proposition Creation

  • Sales Messaging

  • Ideal Client Profile

  • Sales Leadership

  • Sales Coaching

  • Sales Recruitment & Acquisition

  • New Hire On-Boarding & Acclimation

  • Sales Process & Methodology

  • Sales Manual

  • Sales Metrics & Reporting

  • Sales Pipeline Analysis 

  • Sales Meetings

  • Sales Workshops

  • Sales Tools

 

Invensys Process Systems (IPS) headquartered in Plano, TX, is an enterprise technology, software and consulting firm that is at the forefront of significant changes in process manufacturing, plant optimization, business operations, and enterprise performance. IPS is part of Invensys PLC, a $4.4 billion global industrial automation, controls and transportation group based in London, England.

 

EQ2S was engaged to assist with the delivery of IPS’s sales performance initiative called the IPS Way.  EQ2S provided the following sales performance services:

  • Coached 25+ sales representatives and sales leaders

  • Conducted 200+ coaching sessions 

  • Assist with IPS Way Base Camps for Sales and Sales Leaders

 

 

 

American Steel Building Company, Inc., headquartered in Houston, Texas, is a manufacturer of steel building systems and self-storage building systems. American Steel Building Company has been in business since 1953 and pioneered the steel mini storage building market.  The company is also known as a manufacturer that will take on the more difficult non-standard steel building projects.  In fact, some of the largest steel building projects in the world were done by American Steel Building Company where trust matters, tradition counts and experience differentiates.

 

EQ2S provided the following sales performance services:

  • Sales Strategy 

  • Sales Leadership

  • Sales Coaching

  • Sales Process & Methodology

  • Sales Compensation & Recognition

  • Sales Recruitment & Acquisition

  • New Hire On-Boarding & Acclimation

  • Sales Manual

  • Sales Metrics & Reporting

  • Sales Budget

  • Sales Pipeline Analysis 

  • Deal Review & Advancement

  • Sales Meetings

  • 3 Day Sales Workshops

  • Customer Segmentation

  • Workforce Planning

  • Sales Channels

Additonal Companies EQ2S provided sales performance services include: