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Dyn, BlackLine and Others Achieve Lasting Sales Behavior Change via Innovative Approach to Managing the Sales Capabilities that Matter Most
BURLINGTON, MA (August 3, 2016) – Qstream, makers of mobile enterprise software for igniting high-performance sales teams, and GrowthPlay, a leading sales effectiveness firm, today announced that a growing number of successful, high-growth technology sales teams have deployed the companies’ innovative approach to improving client interactions. New deployments at Dyn and BlackLine typify the bottom-line impact that more than a dozen tech companies have gained by leveraging GrowthPlay’s highly regarded Command of the Message® program in concert with Qstream’s sales capabilities platform.
GrowthPlay’s holistic approach brings together best-of-breed services and technologies in sales effectiveness, including the use of predictive assessment technology and a broad array of proven sales consulting, training, development and coaching interventions to help organizations increase their sales revenue and improve their sales margins and market share.
Proven in rigorous scientific trials to durably change sales behaviors, Qstream’s sales capabilities platform helps GrowthPlay ensure measurable results. Unlike solutions that tether client conversations to rote presentations or prescribed content, Qstream equips sales reps for value-added business conversations that keep pace with buyer needs. Using any mobile device, the data-driven platform reinforces sales capabilities that matter most, while providing insights to front-line sales managers to help them be more effective coaches.
Enabling Higher Level Business Conversations
Dyn provides an Internet performance management platform that uses data, analytics and traffic steering to deliver traffic faster, safer and more reliably. Working with GrowthPlay, the firm sought to elevate sales dialogues to more senior contacts while effectively summarizing the compelling value of its solution in the few minutes they might have with the prospect.
Dyn used Qstream with GrowthPlay’s Command of the Message program to provide ongoing reinforcement and support for the new methodology in the field. The program achieved a stunning 96% average engagement, and helped executives align the global sales team around the value and differentiation they provide to customers.
“Internet performance management is an important requirement in today’s complex, cloud-enabled world, and we need to ensure our salespeople are well-versed to have a business-level conversation about how companies can leverage IPM solutions for mission-critical applications, ” said Chris Reisig, senior vice president of worldwide sales and services. “Qstream enabled us to continually reinforce the information our reps needed to win deals and drive revenue.”
Managing Market Dynamics at Scale
The sales force at BlackLine, maker of enterprise-class software designed to automate and control the entire financial close process, serves over 1, 300 customers in more than 100 countries. When a strategic initiative required a fresh approach to selling, BlackLine implemented GrowthPlay’s Command of the Message program, then deployed the Qstream platform to ensure long-term adoption of the new methodology.
“Change is one of the most difficult things to drive in an organization, let alone in a global sales team. The immediate benefits of a new sales methodology can quickly pass as reps get back into the field, ” said Brian Groner, sales operations director at BlackLine. “Qstream helped us keep their new skills top of mind, allowing reps to apply their news skills, while enabling management to monitor adoption and progress.”
