Case Study

“We didn't have a sales culture.”

Justin Brown | President, Skender Construction

The Problem


Chicago-based Skender Construction relied on relationships—not process—to close deals.

Before adding Lushin training to their professional development, Justin Brown and the Skender Construction team didn’t have a defined sales process or a company culture that supported high-performance practices. In a heavily commoditized industry with educated buyers and a restrictive purchasing process, the team needed to learn the basics of selling and how to turn their strong relationship-building skills into new business.

In addition to sales fundamentals, Skender’s executive team lacked a consistent system for implementing corporate strategies capable of reaching—and exceeding—revenue goals. They wanted to strengthen their CRM competencies and build a proper sales infrastructure within the organization.

How We Helped


Lushin went back to basics and taught the Skender team what a successful, repeatable sales process looks like.

By focusing on sales techniques that were natural to how Skender does business, we guided Justin and his team toward a consistent—and effective—process for identifying qualified leads and winning business faster.

The key was empowering the team to initiate real, direct conversations with prospects in order to determine their needs and spend time on those most likely to convert to customers.

The Results


After implementing the Lushin program, Skender stopped wasting time on potential customers who weren’t a good match, learned how to be better negotiators, and reduced the time it took to close deals. They have hit their revenue goals every quarter since beginning their work with Lushin.


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