Read this case study to learn how sales leadership at a major U.S. foodservice distributor has created and sustained a sellers-first culture powered by Zilliant pricing and revenue operations and intelligence software.
How the Right Tools Deliver on a Sellers-First Promise
The last several years have not been easy on direct sales reps (DSRs) in the foodservice industry. The lean years of Covid were followed quickly by surging demand, pricing complexity, supply chain issues and the rapid rise in eCommerce. Each of these factors puts a lot of pressure on DSRs to perform.
For one a major U.S. foodservice distributor, customer dedication through exceptional sales relationships is
a core philosophy. It achieves this by minimizing busywork, granting sellers autonomy, and providing the best tools for them to service customer needs.
The recent market volatility, however, had outpaced the capabilities of the business intelligence tools the distributor had used for years. Administrative work was on the rise, as the team had to comb through backward-looking reports to cull opportunities and figure out what price to charge.
To protect the company culture and empower its sales team to compete in a volatile landscape, the distributor brought in Zilliant Sales IQ™ and Campaign Manager™ to inject science and automation into the sales process – making the sales job easier, more productive, and more impactful.
Read this case study to learn how the distributor fostered heavy adoption of Zilliant revenue operations and intelligence solutions, and how Price IQ® helped the sales team save time and better negotiate, resulting in a $20 million revenue increase.