Transportation services including car rental, car sharing, truck rental, fleet management, and retail car sales
David Grace, VP Global Sales
Don Moore, VP Business Rental Sales
David Heywood, AVP Business Rental Development
In a price competitive market, transportation solution company Enterprise Holdings (EHI) sought to differentiate their solution, drive renewals, and accelerate new customer acquisition.
“We needed a transformational program to get our salespeople focusing on value over price.”
DAVID HEYWOOD, AVP BUSINESS RENTAL DEVELOPMENT, EHI
“We had phenomenal support from the leadership at Enterprise. They made it clear the playbooks and the usage of the tools are not optional but represent the new way of selling at Enterprise.”
RICHARD ELLIS, CONSULTING PRINCIPAL, DSG
“The vPlaybook app was critical to the success of this program. We’ve all been to events where you go home with a three-ring binder that you never open again. But the vPlaybook is a resource that sets our salespeople up to get refreshed every time they prepare for a call and get focused on what matters to the customer.”
DAVID GRACE, VP GLOBAL SALES, EHI
“We needed somebody with the expertise, the resources, and the organization to drive lasting sales behavior change. The amount of post-launch support DSG provided has been central to our success in building momentum and keeping the momentum going.”
Enterprise Holdings is entering the second year of their Sales Transformation Program, which is expanding into additional strategic areas based on the momentum created in year one. Early success includes more than 700 qualified new opportunities.
“The most important thing is results. We’re six months into our launch, and we’ve already seen over seven hundred qualified new opportunities by selling high and early.”