The Problem
Chicago-based Skender Construction relied on relationships—not process—to close deals.
Before adding Lushin training to their professional development, Justin Brown and the Skender Construction team didn’t have a defined sales process or a company culture that supported high-performance practices. In a heavily commoditized industry with educated buyers and a restrictive purchasing process, the team needed some business success tips to learn the basics of selling techniques, how to turn their strong relationship-building skills into new business, and effective sales prospecting.
In addition to sales fundamentals, Skender’s executive team lacked a consistent system for implementing corporate strategies capable of reaching—and exceeding—revenue goals. They wanted to strengthen their CRM competencies and build a proper sales infrastructure within the organization.
