Using an interactive sales experience to help customer conversations
Bacardi owns 62 spirit brands and is the world’s largest privately held spirits company.
The challenge for Bacardi’s sales reps is that they work with such a diverse customer base. Whether discussing the needs of a bar, restaurant or club, bartenders, managers, and owners all have very different requirements and knowledge of Bacardi brands.
And in the short time a rep has with a customer it can be a struggle to have wider conversations about challenges they may be facing; to introduce new brands, activations, or potentially profitable market research.
To help Bacardi’s customers get more out of meetings we developed a customer-focused interactive sales tool.
Now Bacardi’s sales reps are armed with a visually striking 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 a successful platform 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 customers, and creating a Blueprint for the delivery of a perfect sales tool.
Once we fully understood Bacardi’s needs, we developed an elegant, intuitive and fully interactive sales tool that gives reps the freedom to personalise their conversations and content, no matter who they were talking to.
Reps can now quickly access what matters to individual customers.
The latest market research, best-selling cocktails, up-selling best practice, brand information and activations can all be pulled up within seconds saving precious time and creating more time for the customer.
Sales reps now have exactly what they need, when they need it.