Briefing Center Presentations: Global Computer Networking

Briefing Center Presentations: Global Computer Networking

Improving Product and Capability Presentations at a Global Computer Networking Company

Client Case Study

Briefing Center Presentations: Global Computer Networking

Situation

This Global Computer Networking Equipment Company utilizes a Briefing Center to make product and capability presentations to customers and prospects contemplating large e-commerce automation decisions.  It’s imperative to their sales strategy that every presenter be able to present solutions effectively and persuasively to attract and retain target client accounts.

Complications

  • Large enterprise buyers expect perfection the first time.
  • Executive audience members need information at the right altitude and pace.
  • The investment and stakes are high for each presentation.

Approach

Over 150 executives and other sales and marketing professionals have benefited from Briefing Center Presentation Skills.

  1. Content Creation and Sales Presentation Skills: To ensure success, the target audience was trained in content and delivery skills in order to help them:
    • Prepare to create maximum positive audience-centric impact
    • Quickly organize ideas and information for clarity and credibility
    • Utilize verbal and non-verbal delivery techniques that create understanding, confidence, and trust
    • Use questions to uncover needs and to “connect” with the audience
    • Adapt presentations to meet different customer/prospect needs
    • Use key visual support strategies
    • Deal with varying levels of audience technical expertise

Approach (cont.)

2. Practice and Feedback: Proven, individualized, learn-by-doing approach using extensive videotaped practice and feedback focused on their unique Briefing Center environment.

3.  Expert Coaching: In-the-moment individual sales coaching from sales presentation experts to develop significantly higher skill levels immediately applicable to key customers and useable in the high stakes Briefing Center environment.

Results
In five months, client satisfaction Briefing Center data showed:

  • 37% increase in audience satisfaction

Related Information

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LSA delivers the full solution; not just sales training.  I recommend them to any organization looking to transform its sales force the “right way” to sell higher and wider.

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In an effort to establish a solid foundation of consultative selling skills for our client-facing teams that can be built on over time, we engaged with LSA Global. By understanding our business and our markets, LSA Global was able to design and deliver the relevant sales skills, tools, and processes that have established the foundation for our future success.

We are extremely satisfied with our decision to work with LSA.  Thank you!.”

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This critical project had a tight timeline with high visibility. LSA Global completed the deliverable ahead of schedule and surpassed our expectations.

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Senior Vice President

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LSA Global rocks! Thank you for helping our executive team get aligned by creating a powerful and clear strategic direction and go to market sales growth plan that we could all fully commit to.

From a sales growth perspective, I am really energized about the outcome and grateful for what I have learned throughout the strategic clarity facilitation process.

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LSA delivered exactly what we needed and exceeded our expectations.  Thank you.

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Assistant Vice President Talent

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LSA’s customized Effective Presentation Skills program has helped us elevate our presentation skills to the next level. I personally now have a much greater self-awareness of my presentation skills and can leverage my strengths while working to improve upon other areas.

I definitely recommend LSA Global to anyone for whom presentations are an integral part of their job.

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Our teams must be able to interact effectively with international companies. This environment uniquely challenges our team in their ability to create equitable contracts, while preserving and strengthening our supplier relationships.

LSA Global not only provided our team with the skills to negotiate effectively and consistently, but we further expanded our relationship to include consulting around our negotiations’ process, measurement of our negotiations, and one-on-one coaching for our team members. We are very pleased with the result of our partnership with LSA Global.

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Without their dedication and sales expertise we would not have been able to launch the program with the success that we did. Thank you LSA for being a valued business partner!

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We selected LSA over a handful of other experts to assist with a key sales leadership imperative. LSA added value every step of the way throughout the entire engagement. Their customized approach to sales presentation training exceeded expectations, and we are excited about global implementation across our offices in more than 100 countries.

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LSA is a great and high quality training and consulting resource. In less than a week turnaround time, they were able to design and deliver a ‘best in class’ inside sales solution to meet my team’s unique needs.

They definitely met my high expectations and were very responsive to my specific objectives.  Thank you!

Olivia Flach
Americas Retail Sales

Sandisk

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