Company: Revenue Storm, Schaumburg, IL
Company Description: Revenue Storm is a sales consulting firm that helps clients implement processes and disciplines to drive sustained revenue acceleration. We provide comprehensive consulting, training, coaching and rigorous analytics to help Fortune 1000 firms create demand and increase profitable, sustainable revenues. The firm accelerates revenues for its clients in 45 countries and nine languages.
Nomination Category: Solution Provider Awards Categories
Nomination Sub Category: Sales Training Practice of the Year

Nomination Title: Revenue Storm - The Business Rainmakers

Tell the story about what this nominated organization has achieved since the beginning of July 2013 (up to 650 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

Revenue Storm uses a holistic, science-based approach combining training, consulting, coaching, and analytics to help clients create demand, align internally, and increase revenues.

We deploy psychometric testing on the front end of our engagements and certification on the back end. By using science to complete a talent inventory of client-facing personnel, and by customizing our training and coaching to the results, we avoid the mistakes of most training initiatives.

We also take a unique approach, using live accounts and opportunities in the training sessions to accelerate returns. Sessions are lead by consultants who’ve been senior executives in large corporations, many of whom used our methodology.

Because we are committed to achieving measurable and sustainable revenue gains, we sign up to metrics, including both leading and lagging indicators. Our metric-based dashboard monitors progress and ensures the success of each initiative.

“TVNZ challenged Revenue Storm to move our sales organization from primarily a level one, transactional business, to a broader sales approach stretching our offering into high yielding business partnerships. The results have been nothing short of outstanding. TVNZ has maintained a market leading 60-65% of TV advertising revenue market share, far exceeding our TV audience share of 45-50%. Revenue Storm has transformed the TVNZ sales force and is now part of the sales organization's DNA. Revenue Storm provides me with the confidence that my team has the tools, knowledge, and disciplines to execute with excellence." - Jeremy O'Brien, Head of Sales and Marketing, Television New Zealand Ltd

Since July of 2013 alone, our pursuit coaching has helped clients win over $3 billion. Our training is just as impactful. During that same period, Revenue Storm delivered 242 sales training sessions in 22 countries in 5 languages. The information below is based upon data collected from training participants via a confidential on-line survey issued within 8 weeks of our sessions (It’s important to note that the data below only represents what they have directly attributed to attending the Revenue Storm training):

• 59% penetrated new organizations
• 60% called on new titles and got meetings
• 78% better managed their revenue funnel and pipeline
• 86% expanded a sales discussion beyond the client's originally described need
• 90% felt they sold in a more consultative manner than before
• Participants estimated an average increase of approximately $8 Million USD in new pipeline revenue
• Participants estimated an average increase of approximately $6.6 Million USD in won revenue

Revenue Storm has also updated our sales training programs to better match the way our participants learn. We made our curriculum modular based and added interactive polling, gamification, and multimedia. We have added reinforcement VILTs and short webinars to allow large groups and small teams alike to keep the concepts top of mind and push the application further post workshop. We’ve also revised our software tools so that they can be embedded into more CRM systems and upgraded our eLearning/LMS and job aides to be HTML5 and mobile friendly. Additionally, we’ve added more advanced offerings like our Account Planning, Revenue Funnel, and Partner Alliance workshops as well as more coaching certifications. We also launched a revised Sales Talent Predictor assessment report, which includes more coaching insights for users.

“I am committed to bringing Revenue Storm to any division or company I'm associated with. It now appears obvious to me that they have figured out how sales should be done and that they are capable of bringing competitive advantage to any company they work with.” Gregg Rotenberg - President | Smart Wire Grid, Inc.

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