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Case Studies
Industry
Energy
Client Description
TXU Energy - Provides electricity and energy-related services in Texas and across the U.S. Whether you're a residential customer, small or medium business, or a large business customer, TXU Energy can help you control energy costs while receiving high quality, dependable electric service. |
Customer Requirements
Due to the deregulation of energy products in the United States, TXU wanted to quickly secure contracts with medium sized businesses in the Texas market. |
SFI Solutions
Sales Focus was contracted to develop a sales and marketing plan, implement process and then launch a focused team of sales professionals in less than 30 days. Sales Focus established the TXU presence in the desired markets, put out an aggressive sales strategy, and then implemented the strategy according to plan. |
Results
The Sales Focus direct sales channel for TXU has become the most successful sales team for the acquisition of small to medium sized businesses in the Texas market. Sales Focus has seamlessly represented the TXU brand and is instrumental in making TXU a viable provider of energy solutions to the designated markets. |
Industry
Healthcare
Client Description
Horizon Health Corporation is a diversified healthcare services company located in Dallas. The Horizon family of companies provides a range of behavioral health, nurse staffing, employee assistance programs and rehabilitative services to hospitals, behavioral health facilities, employers, health maintenance organizations, and pharmaceutical companies throughout the country. |
Customer Requirements
Horizon, although a fast growth organization, required assistance to remove barriers to organic growth. The internal sales structure was not closing new business at the rate which management projected. |
SFI Solutions
Sales Focus was contracted to analyze the existing sales and marketing organization and develop a sales and marketing strategy that would eliminate obstacles to sales success. Sales Focus implemented new selling procedures that allowed the sales professionals to more effectively perform. Through our S.O.L.D. methodology, Sales Focus performed target market analysis, client acquisition strategy, organizational structure and development for the entire US based sales organization. |
Results
Through a structured launch program, SFI was able to increase the opportunity pipeline of commercial business from $50M to over $300M of real business opportunities in less than six months. The selling and buying process was simplified to ensure continued success. |
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