Using an interactive sales experience to help customer conversations
Bacardi is the largest privately owned global spirits company, boasting ownership of 62 different spirit brands.
The challenge faced by Bacardi’s sales representatives lies in their dealings with an incredibly diverse customer base. Whether they are addressing the specific needs of bars, restaurants, or clubs, they encounter a wide range of individuals such as bartenders, managers, and owners, each with their own distinct requirements and varying levels of familiarity with Bacardi’s brand portfolio.
Given the limited time sales representatives have to interact with customers, it can be quite challenging to engage in broader conversations regarding potential challenges these customers might be experiencing. This includes discussing the introduction of new brands, implementing activations, or suggesting profitable market research opportunities
We created a customer-centric interactive sales experience to enhance the effectiveness of Bacardi’s customer meetings.
Now Bacardi’s sales reps are armed with a visually impressive sales tool that gives them more-or-less instant access to all relevant information, allowing them to conduct deeper and more meaningful conversations with their customers.
How did we do it?
We know from experience that the key to adoption of a successful sales enablement tool is buy-in from those that will be using it.
So, with members of the sales team on board, we started the project with our Customer-First Blueprint® workshop.
Scoping out what success looks like for Bacardi, the sales team and their customers, and creating a Blueprint for the delivery of a perfect sales tool.
Once we fully understood Bacardi’s needs, we were able to craft a sophisticated, user-friendly and entirely interactive sales tool. Bacardi’s sales team now have the flexibility to tailor their conversations and content to suit the specific needs of their audience regardless of who they are speaking with.
Reps can now quickly access what matters most to individual customers.
Whether it’s the latest market research, popular cocktail recipes, effective upselling strategies, brand details, or activation insights, all of this can be retrieved within seconds saving valuable time and creating more time for the customer.
Sales representatives now have precisely the information they require precisely when they need it.