Client Testimonial: SIG Combibloc, Sylwia Jurys
What were the triggers which created the need for sales performance improvement? (0:27 – 1:17)
Why did you / your organization choose to work with SPI? (1:17 – 1:50)
What were the key deliverables in this program? (1:50 – 2:43)
What tangible effects has the program had on you? (2:43 – 3:10)
Do you have any measurable results and/or concrete examples that illustrate the impact of the program? (3:10 – 4:08)
Would you recommend SPI to your peers and other companies experiencing similar issues? (4:08 – end)
My name is Sylwia Jurys, I’ve been with SIG for ten years now. My role is being responsible for one of the five market areas in the cluster Europe, being head of market area Nordics, Poland and Russia, so I’m covering a commercial role in that part of Europe.
What were the triggers which created the need for sales performance improvement?
The trigger that created the need for sales performance improvement was that first of all we were observing changing business environment, the markets are becoming more volatile, more uncertain, and at the same time consumers are becoming more demanding. So, that was the first trigger for SIG to decide on change of the organizational mindset and turn into solution-oriented way of thinking and approaching market needs. On top of that, continuous improvement is part of our DNA, so we are always looking for new ways to become more efficient, to be better prepared for the future, and also to bring more value to the market in the end.
Why did you / your organization choose to work with SPI?
We have chosen to work with SPI as its Solution Selling methodology was the perfect match to our needs. The methodology trained, combined with the toolbox dedicated helps us a lot better structure our selling process. It helps us to bring more transparency into the sales cycle and in the end, also shorten the time needed for opportunity execution, and that’s exactly what we want to achieve with this program.
What were the key deliverables in this program?
When talking about the key deliverables of the program, let me start with the fact that basically structuring leads according to solution selling rules gives benefits on every stage of the sales funnel, starting with identifying key stakeholders engaged in the process and their respective pains, through matching right capabilities to act upon those pain, to final negotiations and closing the deal.
Key deliverable of the program, bottom line, is that we much better understand individual opportunities from the holistic perspective and that allows us to bring more value, more satisfaction to our customer.
What tangible effects has the program had on you?
To me, Solution Selling gave multiple tools to facilitate the management of the opportunity pipeline. It helps a lot to quickly identify those areas that need more attention in order to bring the opportunity to the next stage. So, it clearly became an element of strategic thinking, and it showed help to improve the win rate.
Do you have any measurable results and/or concrete examples that illustrate the impact of the program?
One very strong example that illustrates the impact of the program is one opportunity that was stalling for quite a long time and it had critical importance for the business in my area. Solution Selling came exactly when we were looking for new ways to move on with that opportunity. When we applied the methodology, it became clear to us that we are or that we have been missing a clear convincing vision for the solution. Understanding that was a turning point for the next steps and respective actions undertaken, so the final result is that we won the deal, and the new solution will be soon launched in the market.
Would you recommend SPI to your peers and other companies experiencing similar issues?
I would definitely recommend SPI to other companies that are facing similar issues. The program brings a lot of value for sales and marketing people as it helps to better understand their opportunities, therefore build better pitches. It brings a lot of value to the company as it helps to shorten the sale cycle and in the end, it brings a lot of value to the market because it allows us to launch more customized, better solutions for our customers.