Qube Global Software

Qube Global Software

Qube Global Software is a leading supplier of property management software and facilities management software in today’s marketplace. Headquartered in the City of London, Qube Solutions provide an unrivalled service to customers from their range of offices across the UK and the world.

Situation brief

The current, periodic big ticket upgrade for Qube customers will slowly disappear; this means account managers will need to strengthen their skills of customer retention and up-selling.

Task given to STAR

Establish a standard way of Account Management and consultative selling. To introduce key tools to plan and manage customer relationships.

Action taken

1. Create the four steps of selling for Account Managers (Q.U.B.E)
2. Sign off from the Operations Director, Jane Addey.
3. Train the Account Managers
4. Measure incremental returns from the new process and skills training

Results

The early signs are that a more focused Customer Management approach is producing a more regular revenue stream from the larger customer consulting projects

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