Unruly Media are a rapidly expanding business that lead the field in helping major brands such as Heineken exploit the power of social video. In the UK their commercial team of 10 has a variety of sales experience and are seeking to maximise relationships with direct customers and their traditional agency sales base. Their reputation and partners make it easy to start conversations, but they need to make more of every relationship, and grow revenue from every contact.
Inspire delivered the ‘Sales Unrulyversity’, which comprised 5 modules across 2012-13 that built their core sales skills while developing their ability to understand customers own strategic objectives. This allowed Unruly Media to tailor and present solutions on a client-by-client basis, leading to campaigns that were bigger and more effective.
“We chose Inspire to develop our Key Account Managers for three reasons, first they understand media, second they understand sales and third they understand people. When you have a team as diverse as ours, with varied experience, target audiences and personality, you need trainers that combine experience and flexibility. We found that in Inspire and would happily recommend them”
Oliver Smith, Commercial Director, Unruly Media
Unrulyversity achieved four overlapping yet diverse outputs:
- The commercial team, who were a group of individuals or separate teams, began to collaborate more successfully;
- The team understood where each person’s skills lay and were able to use individual qualities for the most appropriate presentation, pitch and account management process.
- Mechanisms to better account manage existing clients were developed which led to higher yields from existing business.
- The process of mapping good practice and using this to expand the client base has worked – there’s been an increase in new client wins.