Getty Images: Sales Transformation Drives Account Growth in a Down Market

Getty’s goal wasn’t just to train teams. It was to drive transformation across countries, roles, and time zones. ASLAN made it happen, turning scattered efforts into a single, scalable motion tailored to real conversations and regional nuances:

• Other‑Centered® Selling (OCS): Helped reps lead high-value conversations, uncover needs, and grow accounts across contact center and field teams.
• Strategic Account Management: Equipped strategic sellers to map accounts, access decision-makers, and expand share in key relationships.
• Catalyst™ Coaching: Trained sales leaders to coach, reinforce, and sustain behavior change across teams and regions.

Each program was built around real sales conversations and tailored to the challenges of each role. One framework—delivered globally, adopted locally.

Getty didn’t just grow in a down market they changed how their entire sales organization operates.

• 60% increase in average order size: Reps shifted from reactive renewals to leading high-value, needs-based conversations, powered by Other‑Centered® Selling.
• Discounting dropped from 28% to 12%: With stronger discovery and a consistent message, teams stopped racing to the bottom and started defending value.
• 5% revenue growth in a market that declined 11%: By equipping every team to uncover opportunity and lead with insight, Getty outperformed its category by 16 points.
• Sales leaders trained to reinforce change: Through Catalyst™, managers gained the tools to coach consistently and sustain new behaviors across teams and regions.
• One global strategy, executed locally: From contact center to strategic accounts, teams adopted the same sales language—delivering a unified experience, everywhere.

This wasn’t a one-off lift. It was a shift in how Getty grows, by leading with value, aligning around what works, and giving every team the tools to execute.