Step into the Chief Revenue Officer role at iSense, a leading IoT company. Drive revenue growth and tackle sales challenges in manufacturing, logistics, transportation, and infrastructure. Achieve annual goals, expand revenue streams, and navigate the sales cycle with finesse. Gain insights into revenue generating opportunities and customer-centric selling. Perfect for undergraduate, MBA, and executive students in in-person or online classrooms.
Companies face a particular set of revenue generation challenges when introducing new products or services they intend to upsell to existing clients or market to new customers. To reach new sales targets and grow revenue streams requires a deeper understanding of the sales cycle. The iSense LiveCase simulation creates an engaging scenario in which students must tackle the sales challenges for iSense, a leading Internet of Things (IoT) company providing solutions within manufacturing, logistics, transportation, and infrastructure industries. As a newly appointed Chief Revenue Officer, students are tasked with helping iSense drum up new business to achieve its annual revenue goals. iSense is launching two new functionality modules as part of their platform, and students are under pressure to grow the company's revenue streams from existing customers and boost growth overall. The students' main tasks will be to assess the go-to-market strategy (ideal customer, target buyers) and navigate the sales cycle with a prospective customer. Set in the context of a high-growth technology company, the iSense LiveCase simulation offers students valuable insights into the challenges that revenue leaders and individual sellers face when identifying revenue opportunities and moving them through the sales cycle. Ultimately, it will provide students with an understanding of how to drive revenue with a customer-centric perspective, while navigating complex (and sometimes ambiguous) sales situations. The story that unfolds provides rich material for stimulating debrief sessions and an intense, memorable learning experience. Particularly suited to undergraduate, MBA, and executive learning programs, it can be conducted in person or online. The iSense Revenue Generation LiveCase simulation combines immersive, interactive multimedia storytelling using the LiveCase web application. A combination of tasks, sentiment checks, quizzes, and gamification keep Learners engaged, challenged, and entertained.
Learning objectives
1) Explore the challenges of creating an effective revenue strategy in a B2B technology company 2) Create ideal customer profiles and target buyer personas 3) Assess the validity of potential sales opportunities with qualification methodologies 4) Gain insights into a value-based selling approach focused on positive customer outcomes 5) Understand how to build a business case and present a solution to customers 6) Learn the importance of effective negotiation and pricing strategies
About the authors
Written by the Studio LiveCase, Christi Loucks and Reinout Buysse
Content
S1 Navigating the Sales Process
E1: Who Is iSense?
Learn about the company and your new role.
E2: Do You Know Your Customer?
It's time to identify some target buyers!
E3: What's The Pain?
How well can you identify your customer's needs?
E4: Level Up The Conversation
Which of the iSense modules best fits your customer?
E5: You Want How Much?!
Time to finesse your sales pitch!
E6: The Final Countdown
Will your proposal make the grade?
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