AirNet Systems, headquartered in Columbus, Ohio is a leading provider of mission critical air delivery services for time sensitive cargo. Airnet revenue was decreasing in one of its major markets due to changes in movement of hard-copy transactions in the banking industry.

Bruce Parker, AirNet Systems President and CEO acted quickly to stimulate sales and build a plan for continued and sustainable growth. Larry Glasscock, Vice President of Business Development, looked at a number of training and software companies that claimed to improve sales. “We decided to go with Sales Force Systems™ during our first meeting as they focused on understanding and solving our problems instead of telling us about their products.

“We were impressed with the tools Sales Force Systems™ used to help us define our sales cycle and their ability to quickly customize the software to the way we wanted to do business,” said Bruce Parker.

“We sent 25 sales and marketing people to the business development workshop. We focused on improving our market-share with existing accounts, and targeted four new accounts that we wanted to close. Our sales people developed value-based sales strategies, and sales call plans for their accounts and prospects. The workshop was all about qualifying and winning profitable business.

It did not take long for positive results. Our sales people began to make well planned sales calls focusing on helping our customers solve their transportation problems. We had a great quarter immediately following the workshop. We closed half of the accounts we worked on, and management was able deliver a believable forecast to the board, said Larry Glasscock.”