Barclaycard
BarclaycardBarclays bank

Delivering A Competitive Value Selling Strategy for Barclaycard

Our Client

Barclays, like all high street banks, aim to offer business customers a full suite of merchant services to retain brand loyalty and to ensure that commercial clients have complete range of services and products.  These products and services are offered through the firm’s Barclaycard division, and include payment terminals, online payment gateways, mobile card readers and virtual terminals.

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The Challenge

The merchant and payment services marketplace are highly competitive.  Therefore, Barclaycard needed to deliver a sales strategy to maintain and increase their market share. Sales4Results were appointed to deliver a value-added sales strategy.

Our Solution

The team responsible for devising a solution were interested in the work we had undertaken for other firms in the financial services sector. They were reassured that our team were fully trained and accredited, and that we understood the marketplace.

We were also able to demonstrate that we excelled at ‘value selling’, a strategy for clearly promoting the benefits of high value services to customers. This was an attractive skill set and matched the Barclaycard product offer perfectly.

After our initial meeting Barclaycard were keen to work with us and to ensure the project was managed effectively, we appointed a dedicated account manager for the project. This would be the best way to deliver results and manage relationships, and would provide the opportunity for a daily call to provide a project update.

At the start of the project Barclaycard provided us with a database of FTSE 100 companies they wanted to target across Europe. We put together an experienced multilingual team from across our business who targeted tier 1 and 2 clients with a consultative sales approach. This strategy provided us with an opportunity to ask the client questions before delivering a customised demonstration of the benefits of the products we were selling.

Inevitably our team were asked about the price differential between Barclaycard and its competitors, but the trust, confidence and rapport we built with each client helped us to reinforce the value of the Barclaycard offer in comparison to other lower cost payment services.

The Results

We secured 30 new key accounts across Europe, delivering significant new revenue and winning new business from competitors. The team at Barclaycard were really impressed

“We’re really pleased with the results of the telesales campaign Sales4Results delivered for us. They followed our sales methodology and completely embraced the value-added strategy that is important to our business. They have secured high quality new accounts which will help to underpin our strategic objectives. We will definitely be working with Sales4Results on further projects!”

 

Commercial Director

Barclaycard

Delivering A Competitive Value Selling Strategy for Barclaycard

Our Client

Barclays, like all high street banks, aim to offer business customers a full suite of merchant services to retain brand loyalty and to ensure that commercial clients have complete range of services and products.  These products and services are offered through the firm’s Barclaycard division, and include payment terminals, online payment gateways, mobile card readers and virtual terminals.

The Challenge

The merchant and payment services marketplace are highly competitive.  Therefore, Barclaycard needed to deliver a sales strategy to maintain and increase their market share. Sales4Results were appointed to deliver a value-added sales strategy.

Our Solution

The team responsible for devising a solution were interested in the work we had undertaken for other firms in the financial services sector. They were reassured that our team were fully trained and accredited, and that we understood the marketplace.

We were also able to demonstrate that we excelled at ‘value selling’, a strategy for clearly promoting the benefits of high value services to customers. This was an attractive skill set and matched the Barclaycard product offer perfectly.

After our initial meeting Barclaycard were keen to work with us and to ensure the project was managed effectively, we appointed a dedicated account manager for the project. This would be the best way to deliver results and manage relationships, and would provide the opportunity for a daily call to provide a project update.

At the start of the project Barclaycard provided us with a database of FTSE 100 companies they wanted to target across Europe. We put together an experienced multilingual team from across our business who targeted tier 1 and 2 clients with a consultative sales approach. This strategy provided us with an opportunity to ask the client questions before delivering a customised demonstration of the benefits of the products we were selling.

Inevitably our team were asked about the price differential between Barclaycard and its competitors, but the trust, confidence and rapport we built with each client helped us to reinforce the value of the Barclaycard offer in comparison to other lower cost payment services.

The Results

We secured 30 new key accounts across Europe, delivering significant new revenue and winning new business from competitors. The team at Barclaycard were really impressed

“We’re really pleased with the results of the telesales campaign Sales4Results delivered for us. They followed our sales methodology and completely embraced the value-added strategy that is important to our business. They have secured high quality new accounts which will help to underpin our strategic objectives. We will definitely be working with Sales4Results on further projects!”

 

Commercial Director

Barclaycard