Kodiak serves clients that sell high-value solutions to customers with complex decision cycles. We enable our clients to deploy sales reps that personally deliver value, engage customers in a consultative way, and define solutions to address their customer's critical business issues.

Industries we serve include: Healthcare, Software, Hardware, Networking, Telecom, Manufacturing, Distribution and Business Services. Selected examples of our engagements and the results delivered are provided below.

Business Value Messaging

The client, a software company, had traditionally focused their selling efforts on the IT organization. Facing increased commoditization of their solution, they developed new positioning that provided value to the line-of-business buyer. However, successful execution of the new strategy required the sales team to be effective selling the business value proposition. Our team helped them make this transition.   Read more…

Transformational Sales Process

The client’s sales organization traditionally sold through channel partners, with little focus on personal engagement with buyers. With slowing growth, it became clear they must field a direct sales force to compete effectively in large, strategic accounts. We led a program to transform the sales force.   Read more…

Sales Competency Development

A global capital equipment manufacturer relied on a number of diverse sales channels to sell and support their broad product line. The lack of consistent definition of sales competencies and success criteria made it difficult to assess, troubleshoot and recommend improvements. Our consultants developed a comprehensive program for skills development.   Read more…

Sales Manager Enablement

A network equipment manufacturer’s sales managers were primarily acting as “super-reps”, rather than professional sales leaders. As issues mounted with growth, consistency and retention, it became clear that the managers were unprepared to coach and lead their teams. A comprehensive development program elevated the managers to the required level of performance.   Read more…