The Globe and Mail

Client Success Stories

A Strong Sales Development Partnership

Client Challenge:
The Globe and Mail is Canada's National Newspaper. They have a highly tenured sales force located in Toronto, Montreal and Vancouver. The Globe and Mail selected Fusion Learning to improve sales performance and formalize sales training and development, and impact key metrics such as: Improve Hewitt “Best Company” engagement score by 20%; instill pride and improve morale of Account Managers; and increase Client contact face time.

The Fusion Solution:
We have collaborated with the Sales Leadership and Training Teams to develop a multi-year sales development curriculum to promote continuous improvement in some of the following areas:

  • Consultative Selling Skills
  • Category Planning
  • Strategic Account Management
  • Power Prospecting
  • Influential Presentations
  • Targeted Sales Coaching
  • Individual Sales BluePRINT

The Impact:
“Fusion has been a great partner. Their BluePRINT process has been extremely helpful in aligning our sales organization to drive individual goals. We have also found Strategic Account Management very beneficial in aligning to our Clients goals.”
Andrew Saunders,
Vice President, Advertising Sales,
The Globe and Mail

“We have many initiatives and things ‘on the go' at the Globe and I have found Fusion's Individual Sales BluePRINT process extremely useful – it has helped motivate my team, prioritize what’s most important. I now have a great dialogue tool for my one-on-ones.” Hugo Lachance, Sales Manager
The Globe and Mail

 


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