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| Interview with Franz Stampfli
CEO, Alcatel Switzerland
(3:45 min, Online DVD) |
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Project Selling at Alcatel Switzerland Alcatel builds and
maintains infrastructure for telecommunications operators
and service providers. Their sales process requires the
coordination of multiple internal departments and external
partners. Timing of the sales process is critical. Customer
investments in telecom infrastructure are strategic to their
core business and made on a long-term basis.
Infoteam supported Alcatel in the design and deployment
of a project selling initiative to win key deals. Working
with carefully selected account teams and actual sales opportunities,
the Infoteam workshops focused on defining the actions necessary
to win. Interdepartmental cooperation and management coaching
have improved significantly through a common methodology
for opportunity planning.
Key success factors for the implementation:
 CEO and top management commitment and involvement
Workshops totally focused on current business opportunities
Involvement of complete account teams in the workshops
Enabling of internal managers to coach the process
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