Heinz CASE sTUDY

Client Profile

Heinz is a Fortune 500 company and one of the world’s leading marketers and producers of healthy, convenient and affordable foods.

The Opportunity

Heinz identified opportunity to improve customer management practices and increase ROI on customer business development investments.

Optimé Approach

  • Organization audit of current customer management practices
  • Customer segmentation and alignment of customer management approach by segment
  • Initiated the transformation of the sales organization from deal focused transactional selling to strategic focus (think market, act customer)
  • Implemented process and tools to evolve to fact-based customer management approaches

Optimé Solution

A customized Account Manager Development training program.

Business Impact

  • Identification of inefficient customer management investment practices with corresponding ROI of 15 to 1
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