Trane case study
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This document summarizes a company's guided selling approach delivered digitally. It has 175 passionate professionals working in integrated teams across 8 offices with a proven 4-step process of strategy, design, development, and delivery. It acknowledges challenges in being removed from customers during the selling process but emphasizes its human-centered design approach to problem solving with the goal of significantly increasing close rates.
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Trane case study
- 1. Guided selling, digitally delivered CUSTOMER EXPERIENCE REINVENTED
- 4. 175 folks 8 offices 1 approach Full time, Coast to Proven, passionate Coast repeatable professionals that foster process: working together creativity Strategy, Design, in integrated & collaboration Development, & teams Delivery
- 11. We only get one shot with a new customer… And we don’t event get that shot… A distributer of ours does… But they also sell competing products… And even if they do propose us…. They can’t close the sale right there… They leave and go back to their office… Right when the timing to close the deal is… Perfect
- 19. Strategy
- 35. Design
- 36. Great Design is people focused problem solving.
- 39. Passionate, emotional, human people problem solving.
- 56. Ship It Development
- 60. Results 30% close rate 60% close rate
Editor's Notes
- We make incredible experiences happen…
- Why Cynergy?