Data Management

Transforming Sales Skills And Behavior For Growth

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Executive Summary

With a portfolio that spans printing, personal computing, software, services and information technology infrastructure, Hewlett-Packard Co. (HP) is among the world's largest IT companies. With Accenture's help, HP Norway developed deal-shaping capabilities that allow the company to compete more effectively for larger deals and build long-term, value-oriented business relationships with their customers in the process. Through a mixture of process reengineering, training and hands-on client-facing work, the program helped enable the company to master selling skills and behaviours that help pave the way for achieving high performance.

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