Clients
Our goal is to help our clients win more business, more profitably, more often ...and understand why. A small number of Red Edge clients are featured below.
As an organisation founded upon technology leadership, we sought to evolve our sales approach toward client value without losing that strong technical heritage.
Red Edge shared the same mindset regarding market focus - and demonstrated a depth of experience in leveraging economic messages to engage prospects and clients to uncover and quantify the return on investment. We continue to work with them as we progress on our journey, that of becoming the leading proponent of value from storage solutions.
Jon Cooper
Director - Solution Marketing EMEA
2e2 is one of the fastest independent business solutions providers in Europe. Red Edge provides market advice and new business sales coaching for the group-wide operation.
While 2e2 increased solutions portfolio aided our move to larger client sales, we also knew of the potential for stronger competition and increased cost of sale through longer sales cycles and pre-sales overhead.
Red Edge’s sector focus and field coaching techniques have supported this move, providing the team with a field-tested approach to managing the bid process - particularly initial qualification and building the business case ROI.
As a result, we focus on accounts we can win, have controlled our cost of sale and seen return on our training investment. The team too have gained confidence in their ability to compete with the larger players - and win.
Matt Franklin
Sales Director - 2e2 Group
Oracle is the world largest supplier of database and development tools. Red Edge has provided New Business sales skills with supporting one-on-one coaching for the Uk sales team.
We had used SPIN as our standard for creating awareness of requirements for some time. We knew however that unless we were able to open the door in the first place, these skills we pretty academic. Red Edge’s workshop takes us from value proposition to a compelling opening ‘Call Framework’, ensuring meaningful discussions with new name prospects.
Equally important is that as and when we have new messages, this process can be easily reapplied.
Cillian O’Grady
Sales Operations Director - Oracle Corporation
Clearswift is the world’s leading provider of content security software. Red Edge has provided training ranging from new business tele-sales, through to key account development and sales negotiation skills.
Our challenge in a very fragmented market was selling the value of our solutions against commodity type providers with less functional solutions, selling exclusively on price.
The sales upside was that by addressing the increasing scale and complexity of client requirements and encouraging the use of advanced sales skills, our terms and margins were maintained.
We selected Red Edge's consultants because of their focus in Software sales techniques. As each also had personal experience of negotiating large-scale bids, they were able to deliver credible advice on top of the negotiation techniques, which we found to be vital.
Our Global Key Accounts team now address new opportunities with more forethought and planning, entering a bid process with a range of options to reach a win:win result.
I have no hesitation in recommending Red Edge and will continue to work with them as new sales skills requirements develop.
Ian Bowles
SVP Global Operations - Clearswift
NetServices are a leading provider of telecoms services to ISP’s and large corporates. Red Edge has worked with senior management to develop the strategic plan for the launch of the VoIP business.
Red Edge has delivered skills to enable the team to uncover and win more new business. In addition to improving productivity, the size of opportunities in the pipeline has also increased.
We have also been able to tap into Red Edge’s Telco experience, developing a separate business strategy and new product launch for the VoIP market.
As a rapidly growing business, our ability to exploit this breadth of sales and sector experience has proved invaluable.
Mark Vickers
MD - NetServices PLC
Recently acquired by optimisa plc, EQ Group delivers research solutions to Times Top 1000 accounts. Red Edge has delivered sales management planning, one-on-one key account coaching and team sales skills training.
We were intrigued with Red Edge’s opening premise about how sales training – on its own - would almost always fail to deliver improved results. Their focus on custom materials, follow-up coaching and use of their own field materials has proved both popular and successful with both our client managers and new business teams.
We have asked Red Edge staff to train and coach entire teams as well as apply one-on-one sales management coaching. On each occasion we have witnessed the team’s pragmatic approach and dedication to delivering a genuine and sustained sales improvement, rather than a short term ‘lift’ in numbers.
Bob Bond
CEO - EQ Group PLC
For more information, please contact our Reading office on: 0118 965 7760 or by mail: requires javascript or via the contact form.
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