Case Study 01 - Medical Device Manufacturer

• Building Durable Success
• New sales process increased sales, productivity and margins in six months

Situation

A medical device manufacturer needed to extend its product and technology leadership into new markets and reconnect with its current client base.

Challenges

The company’s products required a highly consultative, educational sales process that addressed both doctor and engineer customers. Management understood the need to create a disciplined sales approach before entering additional, highly competitive markets and further penetrating the existing client base.

Responses

Stonegate developed a comprehensive sales process from prospecting through close. The multi-phased approach had documented and detailed steps customized for the complex product lines. A compensation structure closely tied performance to objectives.

Results

Sales increased 27% in six months at the height of the business downturn. Sales productivity improved with shorter sales cycles, faster qualification and more focused efforts, thus increasing margins.

The company accomplished their growth goal of being positioned for an attractive purchase.