World-class leadership and Signal Intelligence Monitoring led to 100% certification and +100 global opportunities created, with deals won within just 90 days.

#Lionbridge

About Lionbridge

Lionbridge is the global leader in translation services for the world’s top companies.

Lionbridge builds deep relationships with the biggest brands in the world so their customers can build deeper relationships with their markets. Through its world-class platform, Lionbridge orchestrates a network of 500,000 passionate experts around the world, who partner with brands to create culturally rich experiences.

While its roots began in translation, Lionbridge’s work today encompasses the realms of linguistics, AI, and data quality. Its experts dig deep to convey the most with every word and extract the most from every data point. Powered by people and augmented by cutting-edge technology, it aims to deliver resonance with speed, scale, and precision.

Target Audience

Since language translation is especially critical for all customer-facing interactions, Lionbridge’s key clients are marketing departments and customer care/customer operations departments.

Why Focus On Digital Selling?

– It’s imperative that the Lionbridge team be on the leading edge of all digital trends, including go-to-market strategy.

– Lionbridge is a global service-based business. People buy from people first, and service-based organizations need to lead with insights.

– Digital sales is a pipeline creation machine that would partner well with their internal “Platinum Pitch” storytelling and presentation skills. Combining pipeline creation skills and Signal intelligence with presentation skills increases deal conversion rates while shrinking deal velocity.

How Was Success Measured?

Program success was evaluated using Sales for Life’s measurement framework, which is grounded on the Kirkpatrick Evaluation Model as per industry best practice.

While much of social selling enablement is focused strictly on training, Sales for Life’s model is built around knowledge transfer and application. This is ultimately tied to sales results and ROI. It was through this approach that Lionbridge was able to correlate actual sales results through application of learning.

LEVEL 5

ROI CAPTURE

LEVEL 4

SALES IMPACT

Can ROI be measured?

Can sales impact be realized?

You Capture

LEVEL 3

BEHAVIOR CHANGE

LEVEL 2

KNOWLEDGE TRANSFER

LEVEL 1

SATISFACTION

Has behavior changed as a result?

Has knowledge transfer occurred?

Are learners satisfied with the content?

Sales for Life Creates

LEVEL 5

ROI CAPTURE

LEVEL 4

SALES IMPACT

Can ROI be measured?

Can sales impact be realized?

You Capture

LEVEL 3

BEHAVIOR CHANGE

LEVEL 2

KNOWLEDGE TRANSFER

LEVEL 1

SATISFACTION

Has behavior changed as a result?

Has knowledge transfer occurred?

Are learners satisfied with the content?

Sales for Life Creates

What Change Management Occurred?

Lionbridge has a strong leadership team that led from the front. The 100% certification result is directly tied to the accountability instilled by the sales leaders and sales enablement.

Digital Selling is just ‘selling’ at Lionbridge now. There is also no prospecting without Signal Intelligence Monitoring in the organization.

This led to more than 100 sales opportunities and dozens of won deals in less than 90 days. The organization now has the big data necessary to understand which sales plays are most effective for its prospecting efforts.

What’s Next?

Happy with the results, Lionbridge continues to infuse Signal Intelligence Monitoring directly into its prospecting motions.

The company’s entire sales ecosystem—including the sales leadership, marketing, sales operations, and sales enablement teams—is now focused on refining its sales playbook.

“If had not been for our Social Selling outreach (through key account planning), this opportunity would have been completely overlooked. Our own customer was considering another solution for their adjacent business unit.”

Zach Sherman

Customer Success Support & Account Development Enterprise ++ Majors

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