Deloitte is a leading global provider of audit and assurance, consulting, financial advisory, risk advisory and tax. Deloitte operates in more than 150 countries and serves four out of five Fortune Global 500 companies.
This case study is centered around the division ‘Clients & Markets’ in Deloitte Nordic, which includes the Account Executives (Lead Client Service Partner), Sales and Strategic Account Management professionals.
Professional Services (Audit and assurance, Consulting, Financial Advisory, Risk Advisory, Tax & Legal, and related services)
This testimonial takes you through the process where the Sales Director and Partner in Deloitte Nordic was asked to rethink the existing silo-based sales mentality and come up with a unified approach to dealing with the largest and highest-priority accounts across business units. Deloitte wanted to start building strategic relationships with their key accounts and find a way to manage and prioritize sales opportunities.
In short, ARPEDIO supported Deloitte in:
Institutionalizing sales best practices by creating a shared knowledge & training platform.
Creating a common business language across business units.
Qualifying key accounts, strategic relationships, and opportunities.
Training and coaching for the “Future Market Leaders Program” since 2017 (the Deloitte internal Account Executive and SAM training program).
ARPEDIO helped Deloitte digitize many of their sales processes and was a key player in establishing a unified way of managing their key accounts. Deloitte’s implementation of ARPEDIO turned out to increase the win rate by up to 25%!
By implementing the ARPEDIO software, Deloitte was able to benefit from:
The unified approach of teams using ARPEDIO has improved the performance of the strategic account management teams, eased communication, and ensured that team efforts are focused where they are needed the most – creating value with their clients.
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+45 23 46 98 83
[email protected]
linkedin.com/in/timwolffjacobsen/
Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation.
Boost win rates and reduce sales cycles. Enhance forecast accuracy.
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How Deloitte managed to increase their win rate by 25%
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