JLL Increases Outbound Pipeline With The Help of Growth Genie

JLL is a leading professional services firm that specializes in real estate and investment management. Growth Genie worked with JLL’s Tenant Representation Business in the USA.

Tom Maloney is an Executive Managing Director and Co-Lead of the program who stated the challenge JLL faced was ‘’Summers typically are a very slow time in our business. People are on vacation, and other things.’’

The leadership team therefore came up with an idea of running a Summer of Sales Program to engage ‘’not only our new associates or our younger professionals, but also our mid level and senior professionals in a Summer of sales competition, or co-op petition as we like to call it.’’

JLL therefore engaged Growth Genie’s B2B sales training team to help with the sales strategies and content for this competition as ‘’what we found was so often when you go to the outside, you get new perspectives, different ideas.’’

Strategies to Ensure the Program’s Success

Growth Genie worked with JLL to create and design sales strategies, tactics and cadences to ensure the success of the 6 week program.

The first step was to meet with all the key stakeholders across this side of JLLs’ business to understand every aspect of their sales process, their prospect’s challenges, JLL’s unique selling points and much more, as well as analysing their existing resources.

From here Growth Genie created a full sales playbook as a central document from which all their key sales information would be noted, and then designed industry specific cadences off the back of this.

This process was followed up with regular training and coaching sessions for JLL’s sales team.

JLL was especially pleased that ‘’much of the content was very industry specific, topical content, that was important to our clients and prospects.’’ Furthermore Growth Genie ‘’layered on tactical sales strategies and new avenues to reach prospects that we weren’t familiar with’’ with which they saw ‘’tremendous value for.’’

Get in touch for more information on Growth Genie’s B2B sales training programs, B2B sales cadence development, and B2B sales playbooks.

More Meetings and Pipeline

In terms of results, at the end of the six week program during what is otherwise a very slow time, JLL saw a huge increase in meetings and revenue opportunity year-over-year.

Support for the Whole Team

Away from numbers, the whole process ‘’illuminated the need to provide our sales team with more prospecting support materials, strategies and tools and tactical changes to how they go about developing relationships and reaching clients on a regular basis.’’

For the sales people themselves ‘’the materials and the content delivery that Growth Genie helped to provide has received tremendous feedback’’ and the materials and structure ‘’gave them the inspiration to go out, make calls and try these new avenues.”