Bright House Networks´ Need
Bright House Networks provides Digital Cable, High-Speed Internet, and Business Phone to its customers, along with a commitment to outstanding customer care. Bright House Networks enlisted Accelerated Business Results (ABR) for a comprehensive solution to increase sales as well as a user-friendly sales toolkit for account executives that could be accessed from any location.
The ABR Solution
ABR’s three-prong solution included the following components:
Custom SharePoint Site
This customized intranet site with four home pages and specialized sections for Voice, Data, and Video serves as the home base for job aids and podcasts that account executives can access anytime, anywhere.
ABR designed eight job aids focused on product positioning statements, communicating product differentiators, ways to overcome customer objections, and competitive selling strategies.
ABR created six podcasts that provide continuous reinforcement of effective selling tips and strategies. Each podcast demonstrates the correct way to use sales skills in specific situations, including how to position products and services and handle customer objections.
How ABR Helped Bright House Networks Accomplish Their Goals
ABR’s solution addressed both the evolving nature of Bright House Networks’ sales and marketing materials as well as their need for an accessible, easy-to-use Sales Success Center. Sales teams now have immediate access to key information about Bright House Networks’ Voice, Data, and Video product suite, as well as the most effective way to communicate that information to customers.