{"id":10297,"date":"2019-08-23T14:54:30","date_gmt":"2019-08-23T14:54:30","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/imi-precision-engineering\/"},"modified":"2023-05-15T19:42:00","modified_gmt":"2023-05-15T19:42:00","slug":"imi-precision-engineering","status":"publish","type":"post","link":"https:\/\/sandler.com\/case-study\/imi-precision-engineering\/","title":{"rendered":"IMI Precision Engineering"},"content":{"rendered":"\r\n<p>A world leader in motion and fluid control technologies.<\/p>\r\n<p><a href=\"https:\/\/www.imi-precision.com\/us\/en\"><strong>www.imi-precision.com<\/strong><\/a><\/p>\r\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/case-study\/imi-precision-engineering\/#Challenge\" >Challenge<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/case-study\/imi-precision-engineering\/#Solution\" >Solution<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/case-study\/imi-precision-engineering\/#Results\" >Results<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/sandler.com\/case-study\/imi-precision-engineering\/#Share_Your_Story\" >Share Your Story<\/a><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"Challenge\"><\/span><strong>Challenge<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>IMI Precision Engineering partnered with Sandler to help raise their success rate from proposal to contract in the competitive industrial life sciences market.<\/p>\r\n<h2><span class=\"ez-toc-section\" id=\"Solution\"><\/span><strong>Solution<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>During the discovery phase it was clear the main pain points were a lack of process and too much free consulting. Sales opportunities became bogged down in the pipeline and the success rate for closing deals was lacking. In the eyes of leadership, training success would shorten the sales cycle and improve conversion rates. To do this, Sandler recommended prospecting tools, such as the 30-second commercial and the \u201cPAIN\u201d Funnel. Each began with a Sandler template that was then personalized by working hand-in-hand with the head of sales to make each tool speak specifically to their industry.<\/p>\r\n<h2><span class=\"ez-toc-section\" id=\"Results\"><\/span><strong>Results<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>As a result of the success of Sandler training, our methodology has been adopted universally across the organization. All new sales team members must go through Sandler training. Over the eight-year partnership, the company has seen significant increases in their life sciences sales segment.<\/p>\r\n<p>Sandler and IMI Precision Engineering believe reinforcement training is the key to success. So much so that we conduct reinforcement conference calls every week within the sales and leadership team. In addition to phone reinforcement, we conduct monthly three hour in-person meetings across Europe to help maintain accountability, positive change and organizational success.<\/p>\r\n<p>&nbsp;<\/p>\r\n<h2><span class=\"ez-toc-section\" id=\"Share_Your_Story\"><\/span><a title=\"Share your Story\" href=\"\/connect-with-us\/\" target=\"_blank\" rel=\"noopener noreferrer\">Share Your Story <\/a><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>Let us know how we have helped you on your journey to success.<\/p>\r\n","protected":false},"excerpt":{"rendered":"<p>A world leader in motion and fluid control technologies.<\/p>\n","protected":false},"author":15,"featured_media":15915,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1],"tags":[1481],"class_list":["post-10297","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-case-study","tag-case-study"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - 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