Client Company and Initial Situation:
This client story revolves around a global telecommunications company. The company’s innovation team is tasked with evaluating and refining business ideas generated within the organization. The challenge lies in validating which ideas should be brought to market.
The company had a business concept that had been in development for over 6 months, all the way to service design and creating a website. The company wanted to validate the market and turned to Sellai.
Beginning of the Sales Collaboration:
Sellai paired two B2B sales consultants to handle the project. The collaboration began with a start workshop, clarifying the target audience for the service and strategizing its sales approach. After three weeks of sales work, it became evident that there was no demand within the target audience for the service. Sellai presented the gathered data and market insights to the client.
"After three weeks of sales efforts, it became evident that there was no demand within the target audience for the service."
The Plot Twist:
As a surprising turn of events, the client revealed that this outcome was actually expected based on feedback from their own sales team. However, the company's CEO had pressed forward with the project due to personal interest, even though doubts regarding demand persisted. In the absence of internal consensus, seeking external validation became necessary. The written report compiled by Sellai aided in confirming the lack of demand for the service, facilitating the decision to discontinue the development. The outcome led to saving valuable resources and time, redirecting them toward more profitable business opportunities.
Transparent sales work facilitated the direct transmission of insights from customer interactions to the client’s innovation team. The client expressed high satisfaction with Sellai's sales quality, leading to the continued utilization of Sellai's services for validating other business ideas following this project.
