Category: Consultative Sales Process & Methodologies, Consumer Buying Habits

A Customer-First Selling Strategy

Develop a consultative process that didn't feel "salesy" to a team focused on customer satisfaction.

Online Luxury Jewelry Retailer

The client operates a leading online jewelry brand. Customers shopping on their e-commerce site have the option to call and speak with a licensed jewelry consultant for assistance with their purchase.

Challenges

Need to increase conversion rates

Solution: Sales Process Design

Customized consultative sales process
Internal branding and messaging framework
Sales leadership development and coaching model
Activation for all learning and coaching activities

Results

We tracked results over a 6-month period following the rollout of the full program. The baseline period was the prior 6 months of performance for the call center channel.

33%

increase in net sales conversion

$14MM

incremental revenue over 6-month period

1.3%

increase in average order value

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Consultative Sales Process & Methodologies, Sales Enablement & Alignment Strategies

Creating a “Secret Sauce” for Customer Interactions

The client operates more than 50 local branch locations across the southern United States and is part of a larger portfolio of pest control companies. Their services range from a unique built-in, subscription-based pest control system to one-time treatment visits.

Leadership wanted to create a program that all customer-facing teams could follow, including new customer sales, branch-based customer service, and in-home technicians.

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Consultative Sales Process & Methodologies, Consumer Buying Habits

A Defined Guest Experience Model

The client operates more than a dozen specialty fitness locations across the US. Their unique model attracts a lot of outside guests and trial visitors who want to learn more about the facilities. Their objective was to deliver a consultative experience for guests who were exploring membership options.

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Consultative Sales Process & Methodologies, Sales Enablement & Alignment Strategies

Sales Culture Transformation

The client is a multi-state provider of internet, television, and mobile services. Their marketing strategy had shifted to focus more on home and mobile data products.

However, their sales model was still built around a legacy bundled offering. The team was no longer consistently following the process because it felt outdated, but they did not have a new approach to support the updated strategy.

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04/06/2026