CEMEX
Situation
CEMEX, one of the world’s largest building materials suppliers and cement producers with operations through-out the America’s was seeking to improve their sales effectiveness. They retained Cosgrove Partners to assess their existing sales process / sales organization and to develop a prioritized recommendation brief detailing specific strategies and tactics which would result in targeted revenue increases.
Cosgrove Partners Action
During the 12 week engagement, CP developed a segmentation strategy allowing more productive alignment among the sales and account management functions targeted on specific customer (Infrastructure, State Government, Federal Government, Bagging Operations, Contractors) segments.
Outcome
By focusing the attention and time of dedicated resources on high potential prospects, CEMEX accelerated the pipeline close rate by more than 22%.
