Sales

Turning Cold Calls into Hot Profits at IronEdge

Overview

Transforming Wisdom into Wealth

IronEdge Industries, a global leader in industrial machinery manufacturing, recognized that its sales team lacked the skills and confidence to manage the full sales cycle effectively. From prospecting to closing, gaps in knowledge and inconsistent use of tools hindered performance. With field sales reps, regional managers, and technical engineers needing an upgrade, IronEdge turned to Novalta to design a learning strategy that would energize every stage of the sales process.

The Challenge

Sales Slipping Out of Gear

IronEdge’s challenges were deeply rooted in skill and process inefficiencies:

Field sales reps struggled with modern prospecting techniques and lead qualification, leading to a 30% drop in new lead acquisition over two quarters.
Regional managers lacked visibility into their pipeline, partly due to low CRM adoption rates and insufficient training on data-driven decision-making.
Technical engineers faced difficulties in linking product features to client pain points, causing ineffective product demos that missed key opportunities.
A lack of structured learning led to inconsistent negotiation skills, with late-stage deal closure rates stagnating at 18%.

IronEdge needed a solution that emphasized role-specific learning to align their team’s skills with the demands of a competitive market.

Our Approach

Crafting a Smarter Sales Machine

Novalta crafted a learning-centric strategy tailored to IronEdge’s sales needs:

Gap Analysis: Conducted assessments of individual and team competencies across the sales cycle, using CRM data and pipeline metrics to pinpoint weak spots.
Role-Specific Learning Tracks: Developed learning journeys for field sales reps (prospecting and engagement), regional managers (data-driven pipeline management), and technical engineers (client-focused product storytelling).
Blended Learning Design: Combined self-paced, interactive modules with live virtual workshops, ensuring both accessibility and deep engagement.
Technology Integration: Introduced an AI-driven learning platform to deliver personalized content, adaptive assessments, and on-the-job application exercises.

The Solution

Learning Tools Built to Win

Novalta’s solutions transformed IronEdge’s sales learning ecosystem:

Targeted Prospecting Training: Field reps gained expertise in data-driven lead identification and personalized outreach, improving early-stage connections.
CRM Mastery Modules: Regional managers completed gamified CRM workshops, improving adoption rates and enhancing their ability to track and influence deal progression.
Technical Storytelling Workshops: Engineers participated in hands-on sessions to craft compelling narratives, linking product features to client needs.
Negotiation Simulations: Sales teams practiced high-stakes closing scenarios through interactive simulations, improving objection handling and deal confidence.

The Impact

From Sparks to Success

In just six months, Novalta’s learning program delivered measurable outcomes across IronEdge’s sales team:

Lead acquisition improved by 40%, driven by field reps applying advanced prospecting techniques.
CRM adoption rates soared to 90%, allowing managers to oversee a more streamlined and transparent pipeline.
Conversion rates increased by 35%, fueled by stronger technical storytelling and negotiation skills.
Engineers achieved a 98% proficiency rate in delivering client-centric demos, significantly boosting late-stage deal progression.

IronEdge’s leadership praised Novalta for reshaping its sales learning culture, empowering its team to excel at every stage of the sales process.

Sales

Turning Cold Calls into Hot Profits at IronEdge

Transforming Wisdom into Wealth

Sales Slipping Out of Gear

Crafting a Smarter Sales Machine

Learning Tools Built to Win

From Sparks to Success

Unleash Your Growth Potential

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