Experian QAS

Data & Analytics | Global | World Leader in Address Management

Building a common language for sustained sales success

The Challenge

Experian QAS faced the complexity of managing an extraordinarily diverse UK sales operation – from customers spending budgets of between £2m and £200 annually. With ambitious growth targets in increasingly tough trading conditions, they needed a consistent, scalable approach across their sales organisation. Traditional one-off training wasn’t delivering the sustained performance improvement they required.

The Solution

Gazing embedded their Red2Blue methodology directly into Experian’s CRM system, the lifeblood of their sales operation. Rather than a single training event, Gazing provided maps and tools that created a common language across sales, management, marketing and strategy development, with continuous delivery, follow-up and ongoing reinforcement.

The Impact

• Embedded methodology fully integrated into CRM and daily operations, visible throughout the organisation
• 20% sales growth achieved in challenging market conditions
• Scalable platform accommodating continued expansion across diverse customer segments
• Sustained adoption with Gazing Red2Blue maps on walls, desks and mouse-mats across the building

“I’ll give you an analogy. You don’t get fit by going to the gym once. But, in effect, that’s what conventional training companies promise you. With Gazing Red2Blue, it’s not about one particular session: it’s about adopting a methodology over time – the delivery, the follow-up, and then continually going back and testing it. It’s hard to measure accurately, but I don’t need to know exactly. What I do know is that Gazing have had a significant impact on our performance, which is why we’ve extended their contract!”
– Stuart Johnston, Managing Director

Results

20% sales increase in tough conditions | Methodology embedded in CRM system | Extended across sales, marketing, and strategy