By Brittany Halldorson (@BHalldorson)
Iron Mountain, a leading provider of data backup and records management solutions, was looking for new ways to increase sales efficiency. Leadership recognized that as their product offering grew, their sellers spent too much time searching for content instead of engaging with customers in the field and closing deals.
Iron Mountain needed a Sales Enablement solution that would prescribe content to their sellers and put the customer at the heart of every sale, allowing them to craft insight led presentations and collaborate with their clients to find innovative solutions. After vetting multiple Sales Enablement software providers, Iron Mountain implemented SAVO.
The results were outstanding. As Bill Silvio, Senior Sales Executive at Iron Mountain, puts it: “SAVO’s given me the flexibility and mobility that allows me to focus on customizing my message, rather than searching for it.”
Kevin Starner, VP of Sales Enablement, agrees, saying that “SAVO puts us in the right spot at the right time for conversations with customers”, ultimately allowing Iron Mountain to win more deals. The numbers behind their success tell a similarly impressive story.
- Lower Customer Acquisition Costs: Expense to booking ratio has gone down by 30%, allowing Iron Mountain to sell more with less money
- Bigger Deals, Faster: 87% of largest deals influenced by the new methodology/sales approach rolled out with SAVO
- Better, More Predictable Results: Sellers who used the new sales methodology complemented by SAVO’s technology performed 18% better than those who didn’t use the tool
Watch the full video to see how Iron Mountain successfully implemented SAVO and increased sales efficiency below.
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