Lionbridge is the global leader in translation services for global brand.
They build deep relationships with the biggest brands in the world, so their customers can build deeper relationships with their market. Through our world-class platform, we orchestrate a network of 500,000 passionate experts around the world, who partner with brands to create culturally rich experiences. While our roots began in translation, our work today encompasses the realms of linguistics, AI, and data quality. Our 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, we deliver resonance with speed, scale, and precision
The key stakeholders they call on are Marketing departments, and CX / Customer Care (Operations) departments. Language translation is critical for all customer facing interactions.
Why Focus On Digital Selling?
- It’s imperative that the team is on the leading-edge of all digital trends – which includes how they go-to-market.
- Lionbridge is a global service-based business. People buy from People first, and services organizations need to lead with insights.
- Digital Sales is a pipeline creation machine that would partner will with their internal “Platinum Pitch” storytelling and presentation skills. Combining pipeline creation skills with presentation skills has increases the deal conversion rates while shrinking deal velocity.
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How Was Success Measured?
Program success was evaluated through Sales for Life’s measurement framework, grounded on the Kirkpatrick Evaluation Model, as the 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.
Sales for Life Creates
What Change Management Occurred?
- Lionbridge has a strong leadership team that lead from the front. The 100% certification result is directly tied to the accountability instilled from the sales leaders and sales enablement. Digital Selling is just ‘selling’ at Lionbridge now. There is no prospecting without Digital Selling in the organization.
- This led to over +100 sales opportunities and dozens of won deals in <90 days. The organization now has the big data necessary to understand which sales plays are most effective to their prospecting efforts.
Happy with the results, Lionbridge continues to infuse modern, digital sales directly into their prospecting motions. Their entire sales ecosystem – sales leadership, marketing, sales operations and sales enablement is focused on refining their sales playbook.