Applying a Complex Selling Methodology
CD-adapco is a multi-national computer software company that develops and distributes applications used for computer-aided engineering. CD-adapco is best known for its computational fluid dynamics (CFD) products.
Whilst CD-adapco’s sales teams had always been very capable at communicating the technical aspects of their products and services, there was room for improving their ability to communicate the value of making investments in this technology, especially to non-technical buyers. Accordingly, CD-adapco commissioned Prendo to develop a customised Complex Selling simulation that replicated the dynamics of their typical sales process.
In order to develop the simulation, Prendo initially conducted interviews with CD-adapco’s sales directors and most successful salespeople. Prendo also interviewed a representative sample of CD-adapco’s customers in order to clarify their key buying criteria and typical decision making processes.
The simulation has given the sales teams an opportunity to practise their ‘strategic’ selling challenges, without the risk and cost associated with using real prospects and customers. The simulation can also be configured for use in various different contexts:
- Capability Development, for existing sales teams
- Assessment, for potential new hires
- Induction, of newly hired sales people
Our sales people have learned more about communicating the value of our products and solutions to clients using this tool than through any other method.
Steve MacDonald, President, CD adapco Group
