How to sell when you’re not a sales pro
Within this consultancy and accounting firm, there were significant disparities between experts when it came to their ability to apply annual fee increases (some raised their fees by 7% while others maintained the status quo).
Secteur du conseil
France et Outre-mer
150 personnes formées par an
En ligne et à Paris
Intervention chaque année depuis 2017
While some of the firm’s experts had an affinity for sales, others did not consider this to be part of their job description at all.
The firm broadened the scope of its activities in response to the challenges faced by its clients. While its offer was considerable and cross-selling possibilities were significant, they were not being utilized properly.