Setting a new bar for sales meetings!
Case Study
The Challenge
A global medical diagnostics company faced competitive marketplace pressures. Their Account Managers needed to achieve mastery across four product modalities while staying current on competitors and competitive selling strategies. Despite having a tenured sales team, the training demands were rigorous, and the small training department lacked the capacity to address these needs independently.
Key challenges included: mastery required across all four modalities, competitive intelligence gaps, the need for competitive selling strategies, knowledge of various buyer roles in the patient workflow, and keeping experienced salespeople engaged with high training expectations.
The Solution
Bull City Blue created an interactive, themed training program with game-based learning elements built around an "Around the World" theme, where four workshops were positioned as competitor islands.
The program featured:
- Train-the-Trainer facilitation by Bull City Blue
- Interactive activities including game boards, knowledge workmats, and role plays
- A passport stamp system for completing activities and building elevator pitches
- Competitive team-based format with point scoring
- Fast-paced delivery with teams competing against each other
The Results
Post-training surveys showed higher confidence levels in competitive selling. The program was subsequently integrated into the New Hire Training curriculum. As the client summarized:
"A new bar is being set for our sales meetings."
— Client, Global Medical Diagnostics Company