Case Study 1
Transforming Sales Performance: How a Leading Facilities Management
Company Doubled Their Win Rate
When a global facilities management leader faced declining sales performance across the APAC region, they knew they needed a proven solution to turn things around. With 130 frontline salespeople across six countries struggling with competency gaps, the company engaged us to implement our methodology.
The Challenge
The facilities management giant was experiencing a significant drop in sales performance, with win rates stagnating at just 20.7% and margins stuck at 12.3%. Leadership anticipated further decline without immediate intervention to address critical gaps in sales competency across their APAC operations.
The Solution
We helped them deploy a comprehensive sales effectiveness initiative across the region, training salespeople, managers, and leaders. This systematic approach helped teams better understand decision-makers, identify their advocates and navigate complex sales situations with greater confidence and strategic insight.
Remarkable Results
The transformation was immediate and substantial:
Win rates doubled from
23.7% to 46.1%
Margins increased from
12.3% to 13.5%
Additional revenue
generated $26.4m
ROI on sales coaching
investment > 6,000%
Perhaps most telling, 90% of the sales team confirmed that the methodology directly helped them win deals and improve their decision-making capabilities.
Real-World Impact
Australia Hospital Contract ($4.5m over 5 years)
By mapping decision-makers and identifying key
advocates within the client organization, the team
built crucial stakeholder relationships that secured this significant healthcare contract.
Indonesia Manufacturing Contract ($10.5m over 3 years)
Understanding the true decision making dynamics allowed the team to maintain confidence during price negotiations, ultimately increasing their margin from 5% to 8% rather than reducing prices under pressure.
The Bottom Line
In just one year, this facilities management leader transformed their sales performance, generating over $26 million in additional revenue while dramatically improving win rates and margins. The methodology didn’t just provide tools—it gave their sales teams the confidence and strategic insight needed to win in complex, competitive situations.
Case Study 2
How AI-Driven Account Planning Tripled Revenue for a European Semiconductor Manufacturer
When a European semiconductor manufacturer found themselves losing ground to the competition in the critical Chinese market, they turned to our AI-driven account planning methodology to transform their customer relationships and revenue performance.
The Challenge
Operating in China with four major customers representing 95% of their revenue, this European semiconductor manufacturer was facing a critical situation. They were consistently losing deals to competitors, struggling with insufficient stakeholder knowledge, and lacking the deep customer insights needed to maintain their market position. The company realized they weren’t close enough to key decision-makers and lacked visibility into their customers’ true priorities and challenges.
The AI-Powered Solution
Perception Selling implemented our comprehensive AI-driven Strategic Account Planning methodology, designed to provide unprecedented visibility into customer accounts. Our approach leveraged advanced analytics and intelligence gathering to help the team gain deeper insights into customer needs, prioritize engagement strategies and intentionally shift client perceptions about their value proposition.
Our AI-driven platform enabled the sales team to:
Map complex stakeholder
networks with precision
Identify previously unknown
decision influencers
Analyse customer communication
patterns and preferences
Predict optimal engagement timing and messaging
Track relationship strength and progression in real-time
Extraordinary Results
The transformation was nothing short remarkable
Revenue Performance
- Revenue tripled from €50 million to €150 million across all four accounts within just 12 months
- Secured two major long-term agreements worth €75 million over 3 years and €49 million over 2.5 years
Relationship Transformation
- Gained significantly better visibility into account dynamics with rich data insights
- Developed deeper understanding of each customer’s prioritized issues, challenges, and strategic needs
- Customers began noticing and commenting on the manufacturer’s distinctly different, more strategic approach
- Positive customer feedback became commonplace across all accounts
- Relationships were elevated at every level within client organizations
Organizational Impact
- Created an entirely new customer fulfilment role to better serve enhanced relationships
- Established the company as a true strategic partner rather than just a vendor
The Power of AI-Driven Intelligence
Our AI-driven account planning methodology didn’t just provide tools—it fundamentally changed how this semiconductor manufacturer understood and engaged with their most critical customers. By leveraging artificial intelligence to analyse customer data, communication patterns and relationship dynamics, the team gained insights that would have been impossible to achieve through traditional account planning methods.
The result was a complete reversal of fortune, from losing ground to competitors to becoming the preferred strategic partner, securing long-term agreements and tripling revenue in a highly competitive market.
This success demonstrates the transformative power of combining human expertise with AI-driven insights to create deeper, more profitable customer relationships in today’s complex B2B environment.