| RF Micro Devices, headquartered in Greensboro, NC, is a leading supplier of radio frequency integrated circuits (RFICs) for the wireless information industry. New international competitors initiated a low price, "buy-the-business" strategy as a way to compete against RFMD superior technology. RFMD began to lose business as the fast paced technology driven RFIC market moved towards a pure commodity environment. In addition, the company found its CRM system did not provide the capability to effectively plan for and manage new business opportunities on a global scale which lead to problems in forecasting and business planning.
"With the changes and challenges taking place in our industry, we needed to arm our sales professionals with the best tools available, tools that optimized selling effectiveness and productivity. To solve this problem we implemented Sales Force Systems Business Value Selling process and software tools. The process and tools were less complicated to use, fast to implement, easily customized to fit our needs, and proved to actually help our sales people win new business." We found that BVS Software tools put a consistent, repeatable selling process in the hands of our sales professionals and insures that we deliver significant value at every customer selling touch point."
"The adoption rate for Impact and the Business Value Selling process was beyond our expectations. The software tools were customized, integrated and deployed across our sales organization within 30 days. We immediately experienced a double-digit increase in "design win" rates, and a significant reduction in the sales cycle. The number of sales calls required to win was cut in half. The software provides management with comprehensive and current information on sales activity and providing more selling time for sales people. In additon, the Win Probability model helped our sales people quickly identify business they they could win."
"Business Value Selling ® training has significantly improved our effectiveness of working as a global selling team through a common understanding of how to win large, highly competitive accounts in a complex sales environment. Our team won a $3.5 million dollar new customer within one month of the workshop. In addition, the sales funnel and account plan is now used company wide to review and communicate all opportunities that RFMD is pursuing. These tools have enabled us to focus on the primary business opportunities that have a high probability of success, and we have a unique competitive advantage. Sales Force Systems™ Business Value Selling ® process will enable RF Micro Devices to win at least an additional 30 percent of the business we would have lost to our lower priced competitors."
David Fulwood, Vice President
– RF Micro Devices |
