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Miller Heiman Group Delights Customer By Solving the Unsolvable

 THE SITUATION

Telstra, the largest Australian-based telecommunications company (over 30,000 employees in 23 countries), was already a Miller Heiman customer for instructor-led sales training. But suddenly Telstra faced an unprecedented challenge when the Australian government mandated the transition of all wholesale fixed-broadband services to a nationalized wholesale broadband network.

THE SOLUTION

Miller Heiman provided the ideal solution: the Miller Heiman sales content Telstra had known and loved, delivered quickly and at massive scale digitally on the Intrepid platform with Telstra-specific context wrapped around the sales content. The program put together all the necessary components of knowledge, skill-building, context, and methodology, for both new and existing salespeople.

THE RESULTS

For Miller Heiman, results included:

  • a vastly expanded deal with an existing customer
  • one very happy client L&D team
  • ability for the team to prove ROI with the platform’s visibility into user activity and learner proficiency
  • and of course, and most importantly, the delivery of an elegant solution to a seemingly unsolvable problem.

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