AI for a
Learning-Centered World
True potential shouldn't stay hidden.
True potential shouldn't stay hidden.
A subsidiary of a leading domestic pharmaceutical group was facing intense competition, with its flagship products under pressure and several new drugs about to be launched. Regional development was uneven: mature markets had entered a complex competitive stage, while less-developed areas remained at a basic level. The existing key account strategy had critical blind spots—one major client was swiftly taken over by a competitor's "blitz" campaign. The sales team showed weak capabilities in acquiring new customers and supporting new product launches, highlighting the urgent need to upgrade both sales strategy and team competitiveness.
In January 2024, members from hospital sales, marketing, patient engagement, and operations support participated in the Sales Nail Strategic Selling Workshop, supplemented by sales coaching and value-based selling skills training.
In the face of fierce competition and price wars, the team identified fresh approaches and addressed blind spots in customer management. The exercises revealed sales efficiency gaps, enabling participants to develop a foundational understanding of sales investment and returns, and equipping them with new tools to manage both leadership teams and channels more effectively.
Seeking more organic global business growth, the client aimed to break into new fields and deliver innovative solutions. In this context, each business line was exploring effective, practical enablement methods to equip sales teams with new selling approaches that could be applied in real business scenarios.
From July to August 2024, in Shanghai, Zhejiang, Guangdong, and Malaysia, the Sales Nail Sales Workshop was delivered to approximately 110 participants from four business units, including key account sales, sales managers, the sales leadership team, and selected technical and marketing staff involved in pre-sales support.
Through the Sales Nail Workshop, both sales and management teams gained clarity and alignment on existing key account opportunities, reaching actionable plans on the spot.
After the workshop, sales teams were confident about driving more opportunities and higher win rates, while management anticipated marked improvements in sales operational efficiency.
"The workshop scripts can be customized to the team's business characteristics, enabling highly immersive role-play in realistic business scenarios."
"Sales Nail accommodates the differing sales capabilities and management styles of various SBUs, offering flexible and tailored solutions—excellent!"
"With bilingual (Chinese/English) and AI support, the customization process delivers high-quality outputs without requiring extensive internal involvement, making it highly organizer-friendly."
With the government's restructuring of state-owned enterprises, intensifying price wars among small firms, and foreign companies eyeing domestic markets aggressively, competition in the industry has become increasingly fierce. The Group's Building and Industrial Services Division faces significant challenges in business development and urgently needs to transform from relying on ad hoc deals to winning through systematic processes and tools, and to shift from expanding via small orders to managing large clients through a structured sales approach for sustainable growth.
From February to April 2025, over 100 participants—including key account sales, sales managers, product line general managers, and the division president—from multiple product lines within the division took part in several two-day Sales Nail sales simulation workshops.
"The simplest solutions are often the most effective—and also the most overlooked. In a recent XX testing project, we fully leveraged the Sales Nail course tools. Facing intense competition, we ultimately secured the contract!
Since attending the Sales Nail workshop, our team has consistently applied its analytical tools to project follow-ups, helping identify key roles and their needs. For example, in a recent project, through differentiation analysis and role support enhancement strategies, we successfully turned the situation around, gained support, and ultimately won the order."
"Having attended Sales Nail training, I gained tremendous benefits. It is one of only two courses I have truly liked in my 25-year career (the other being '7 Habits,' which has influenced me for nearly 20 years)."
As a leading institution in executive education, China Europe International Business School (CEIBS) faces new market challenges, particularly in better serving key accounts, building trust, and developing business opportunities. To explore more strategic and practical sales approaches, CEIBS Executive Education (EE) team decided to introduce an innovative sales training solution. This collaboration involved the entire CEIBS EE team, including sales, class managers, and marketing colleagues, who jointly participated in the sales simulation training. Long Arena partnered with CEIBS to deliver a one-day Sales Nail key account sales simulation workshop. Through immersive gamified learning, the workshop enabled participants to master critical milestones in key account development, sharpen strategic sales thinking, and enhance cross-functional collaboration and resource integration in complex sales environments—while strengthening overall sales team performance.
The training was met with strong enthusiasm. CEIBS EE participants praised the Sales Nail simulation for realistically capturing the complexities of key account sales, deepening their understanding of challenging sales environments, and providing valuable insights for course design and corporate training.
The following rankings are in no particular order.
