British Petroleum (BP) is one of the world's largest integrated energy companies, with fuel and lubricant operations spanning both direct and distributor-served customer channels.
The Approach
Baker Communications' CloudCoaching International (CCI) division — a BCI company at the time of this engagement — partnered with a BP fuel sales team on a structured coaching play built around Win-Win Negotiations and Exceptional Presentations, focused on growing volume across both new and existing customer accounts.
The Results
Source: internal case study data, CloudCoaching International (CCI), 2014.