JLL is a leading professional services firm that specializes in real estate and investment management. Cosmic Growth worked with JLL’s Tenant Representation Business in the USA.
Tom Maloney is an Executive Managing Director and Co-Lead of the program who stated the challenge JLL faced was ‘’Summers typically are a very slow time in our business. People are on vacation, and other things.’’
The leadership team therefore came up with an idea of running a Summer of Sales Program to engage ‘’not only our new associates or our younger professionals, but also our mid level and senior professionals in a Summer of sales competition, or co-op petition as we like to call it.’’
JLL therefore engaged Cosmic Growth’s B2B sales training team to help with the sales strategies and content for this competition as ‘’what we found was so often when you go to the outside, you get new perspectives, different ideas.’’
Cosmic Growth worked with JLL to create and design sales strategies, tactics and cadences to ensure the success of the 6 week program.
The first step was to meet with all the key stakeholders across this side of JLLs’ business to understand every aspect of their sales process, their prospect’s challenges, JLL’s unique selling points and much more, as well as analyzing their existing resources.
From here Cosmic Growth created a full sales playbook as a central document from which all their key sales information would be noted, and then designed industry specific cadences off the back of this.
This process was followed up with regular training and coaching sessions for JLL’s sales team.
JLL was especially pleased that ‘’much of the content was very industry specific, topical content, that was important to our clients and prospects.’’ Furthermore Cosmic Growth ‘’layered on tactical sales strategies and new avenues to reach prospects that we weren’t familiar with’’ with which they saw ‘’tremendous value for.’’
Away from numbers, the whole process ‘’illuminated the need to provide our sales team with more prospecting support materials, strategies and tools and tactical changes to how they go about developing relationships and reaching clients on a regular basis.’’
For the sales people themselves ‘’the materials and the content delivery that Cosmic Growth helped to provide has received tremendous feedback’’ and the materials and structure ‘’gave them the inspiration to go out, make calls and try these new avenues.”
JLL is a leading professional services firm that specializes in real estate and investment management. Cosmic Growth worked with JLL’s Tenant Representation Business in the USA.
Cosmic Growth is a B2B sales training consultancy that enables companies to increase the number of outbound sales meetings they book through custom sales playbooks, sales cadence development, and sales coaching.
Including templates for ideal customer profiles, buyer persona goals and challenges, probing questions, outreach guidelines, customer stories and objections
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