October 6, 2009 – From SAVO’s blog:
Oakwood Worldwide has truly evolved to meet the changing needs of their customer since the company’s founding nearly 50 years ago. By partnering with key players, creating a playbook, and focusing on the journey of change, they have found sales success. Chris Ahearn, SVP Worldwide Sales and Marketing, and Ken Revenaugh, VP Sales Operations, Oakwood Worldwide spoke this morning on day 2 of the Sales Enablement Executive Summit. They shared their journey in a lively and candid presentation.
For years, Oakwood was the industry leader in corporate housing, but they had become complacent. In fact a perfect storm was gathering for them to be surrounded by lower priced, more responsible competitors.
By segmenting customers & potentials, they were able to target customer service, marketing, and sales tools based on the buyer. By including the sales team in the segmentation process, the were also on board with the new segmenting.
They also tailored marketing to new segments based on customer feedback, began to rebuild their brand and as a final push, began to use a sales playbook, all pushed to sales using SAVO.
The sales playbook was based on the existing best practices of top performers.
Oakwood’s transformation brought strong results due to marketing and sales alignment. To learn more about the Oakwood Transformation Roadmap, check out www.Oakwoodroadmap.com