Case Study:
NexTone Communications

Overview:

NexTone Communications was a voice-over-IP infrastructure company that went from being a startup to a 300 person firm before being acquired in 2008.

Objectives:

• Transform the corporate culture from one of distrust, divisiveness and insufficient integrity to one of alignment, trust, teamwork and full integrity
• Create an extremely effective sales team using state of the art sales methodology
• Take the company from a startup operating in the red, to a firm with exponential growth and profitability

Approach:

Initially, the seven member executive team participated in a workshop and:

• Distinguished where integrity was missing in client relations that had been causing a lack of trust and impeded the company’s full potential
  • They were then able to restore their client relationships by taking responsibility for the divisiveness between sales and delivery
• The team came together as one after inventing a shared future and purpose that inspired each executive
  • This allowed them to became highly motivated to create partnership, support, and effective communication

The Head of Sales received one-on-one coaching to:

• Have continual breakthroughs into larger market areas, reaching unprecedented sales results on a quarterly and yearly basis
• Transform himself from a highly productive individual salesman, operating solo, into an effective manager, team player and executive
• Learn Gemini’s sales methodology that had the sales team “be in the customer’s world”, implement a culture of accountability and have sales increase exponentially

Results:

NexTone’s results started one month after the initial 3-day workshop in 2000.  Since then, NexTone: