Consultative Selling Skills Professional Services

Consultative Selling Skills Professional Services
Sales Skill Application and Impact

Client Case Study

Consultative Selling Skills Professional Services Case Study

Situation

This professional services client trained their entire sales population over a short period of time, so we did not have a “control group” of untrained people as a basis of comparison. Instead, we calculated the difference made by the consultative solution selling skills on win-rate in a comparison of participants with “high” vs. “low” application.

The client’s goals were to:

  • Renew 90% of service contracts
  • Sell additional services
  • Develop more executive-level relationships

Complications

  • Too many sales deals are reported to be “stuck” in the buyer’s purchasing department
  • Sales reps are facing increased pricing pressure and commoditization of their core service offering
  • Sales reps are pushing product features and benefits instead of client-centric value based upon client priorities
  • There is a poor differentiation of what sets their services apart from the competition in terms of a unique value proposition

Approach

  1. Assess
    — Reviewed current sales strategy, sales organizational structure, sales performance, sales and marketing processes, and sales account plans for success
    — Interviewed key sales leaders and sales reps to understand the current situation and perceived pressures
    — Observed key sales calls with target accounts
    — Designed custom online surveys to track sales skill and sales methodology adoption and impact
  2. Train
    — Designed and delivered a customized consultative solution selling skills training program
    — Designed and delivered a customized sales management training for leaders program

Approach (cont.)

  1. Measure
    For four months pre-training and three months post-training, track:
    —  8 core consultative selling skills
    —  Level of sales reinforcement activities
    —  Frequency/effectiveness of sales manager coaching

Results
Based upon correlating results to win/loss results and composite skill application scores

  • 20% higher win-rate by “high” vs. “low” appliers of the skills
  • 8.3% pre/post increase in win-rate for “low appliers”
  • 29.1% pre/post increase in win-rate for “high appliers”

Consultative Selling Skills Professional Services – Client Case Study

Related Information

Seagate has always found LSA to be a highly valuable consulting, training, and coaching resource.

The recent business sales training programs they’ve delivered for Seagate University have been the right solution, of highest of quality, and highly customized to our unique business and culture.

I would highly recommend LSA to any company interested in offering top notch learning solutions that make a difference.

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Sales, Marketing & Customer Service

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We recently hired LSA to help us take our client delivery methodology to the next level as we continue to grow and help our clients succeed.

The custom strategy and design session exceeded our expectations. They really understood our business and delivered within tight time frames. They were the best I have seen for this type of complex, visible, and strategic work.

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I would recommend LSA to anyone looking to take their strategy and strategic execution to the next level.

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We selected LSA Global over several other sales experts based upon their ability to clarify and align our sales strategy, their expertise in identifying the critical sales scenarios necessary to meet our growth targets, and their willingness to stand behind the results with targeted sales management training and coaching and a pay-for-performance guarantee.

They have become an integral part of my sales team as we rapidly scale. I would recommend them to any sales  leader looking for a true partner.

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We evaluated 6 well known sales development partners in the market. We ended up selecting LSA global because of their unique ability to get results selling solutions.  They also had the strongest assessment, implementation, measurement, coaching, and global capabilities .

We’ve had such strong feedback from the executive selling program that there are requests to roll it out within the Marketing, Product Management, and our Leadership teams.  Thank you LSA!

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Their sales consultants and facilitators were well prepared and ingrained themselves to become one of us. We’ve come to see LSA Global as a true sales partner.

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We wanted our Channel Managers to get sales strategies and tools that would increase partner revenue and strengthen partner relationships. LSA Global’s ability to quickly understand our business and to bring experienced and proven resources to the table created credibility with both the executive and sales team.

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LSA Global demonstrated excellent expertise in sales and sales leadership, spent the time required to make sure the objectives were clear, and showed flexibility in shaping and sustaining everything that they did.

They “MEDRADized” the session to meet our unique needs, looked beyond the obvious, and got the key points across in a way that made sense.  Thank you!

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LSA always delivers the right sales and sales management solutions to meet our unique needs. I especially appreciate their ability to deeply understand our business and our culture so that they can design the most valuable and impactful outcomes for us and our clients.

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At the onset of our engagement with LSA, I was skeptical that an outside firm would be able to understand and dissect our organization’s highly complex and technical business challenges.

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As a result, I would highly recommend LSA Global to any leader struggling with building the strategic alignment and high performance teams necessary to generate sales growth, in a way that fits their unique corporate culture.

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The consultant operated with the sense of urgency necessary to ensure that we were ready to roll the business sales training program in a way that made sense.

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

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I would recommend them to any sales leader who wants to drive sales performance.

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ServiceSource has relied on LSA Global’s expertise for a variety of core initiatives, from strategy design and implementation, to business sales skills, to sales coaching. We recently engaged LSA Global to create a competency matrix for our inside sales team that will serve as our roadmap for employee on-boarding, development, succession planning, and retention.

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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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!

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