Sales Negotiations ROI of 500%+ in the Financial Services Industry

500%+ Return on Sales Negotiations Investment in the Financial Services Industry

Client Case Study

Situation

As the leading provider of business information for credit, marketing and purchasing decisions worldwide, D&B helps customers gain access to the world’s largest and highest quality global commercial business information. D&B Denmark, a strategic partner of D&B, is responsible for approx $6.3 Million in annual revenues.

D&B Denmark helps their customers perform a range of business analyses primarily through three products & services: Risk Management Solutions to mitigate credit risk, increase cash flow and drive increased profitability; Sales & Marketing Solutions to increase revenue from new and existing customers; and Supply Management Solutions to generate ongoing savings through supplier consolidation, and to protect their businesses from supply chain disruption and serious financial, operational and regulatory risk. Our engagement with D&B Denmark centered on their sales organization to include account managers and account specialists.

Complications

We conducted a negotiation needs analysis designed to map the internal negotiation structure within D&B Denmark and to capture both internal and external issues surrounding negotiation. It included D&B sales personnel, sales management, and sales account managers.

Because the goal of the analysis was to determine if—and, if so, why—a Sales Negotiation Initiative was needed, the line of questioning included market conditions, sales process implementation, value proposition effectiveness, competition, consequences of no agreement, trades, the company’s internal conditions, training implementation, and coaching precedents.

When the needs analysis was complete, the following key sales negotiation issues were identified:

  • Negotiation skill sets varied greatly among team members
  • Irrational behavior by the company’s competitors
  • More sophisticated buyers
  • Insufficient analysis or preparation for deals
  • A history of giving away value
  • Lack of confidence in negotiations
  • Various negotiation approaches used in each country
  • No integrated and standardized negotiation process

Approach

In order to address these issues, we recommended a comprehensive Negotiation Solution rather than a series of isolated training events with four key steps:

  1. Defining a common organizational negotiation strategy linked to the company’s sales strategy
  2. Agreeing on a common negotiation process integrated with the sales process including:
  3. Coaching and measuring both strategy use and process implementation including:
    • Delivery of our Strategic Negotiation Solution to D&B Denmark with a highly customized 2-day negotiations workshop. The participants in the workshop included sales management, relationship managers, and specialists. Each brought a live deal into the workshop to practice the process and advance their deal.
    • Since many deals were set to resign, or close for the first time by year-end, we agreed each participant would further their specific deal, including follow up coaching calls, using the process to gain a more successful contractual end result.
  4. Measuring leading and lagging indicators including incremental revenue, retention, time to close, new skill and process adoption, trades vs. concessions, and incorporation of  multiple equal offers in proposals.

Results
In four months:

  • $349,000 increase in incremental revenue
  • 581% return on investment

Related Information

We evaluated 6 well known sales development partners in the market. Late in the process we discovered an organization called LSA Global. We ended up selecting LSA global because of their unique model (bringing together best-of-breed organizations under 1 umbrella to deliver the best solution to meet a customer’s needs). Additionally, LSA had the strongest assessment, implementation, measurement, coaching, and global capabilities combined with an excellent program focused on true executive selling. We’ve had such strong feedback that the program has developed a buzz and there are requests to roll it out within the Marketing, Product Management, and Executive teams.

Stephanie Lucey
HR Manager

ServiceSource has relied on LSA Global’s expertise for a variety of core initiatives, from strategy design and implementation, to 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 project had a tight timeline with high visibility. LSA Global completed the deliverable ahead of schedule and surpassed our expectations.

PMO and Outside Sales Operations
Senior Vice President

Service Source

We originally engaged with LSA Global to help our subcontract administrators and buyers develop better negotiations skills. As manufacturers of satellites, we have many sole source companies to procure the required parts.

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.

Vivian Mackintosh
Vice President of Materiel

Space Systems Loral

We recently hired LSA Global to help take our sales team to the next level. Specifically we focused on targeting the ideal client, differentiating our solutions, getting more qualified leads, and closing a higher percentage of our pipeline through a proven referral selling methodology.

So far, the results from the business sales training have been great. We were pleasantly surprised with the results-oriented approach and thoughtful follow-through plan to ensure that the new sales practices “stick.” We look forward to a long-term relationship, and I would recommend LSA to anyone looking to increase the effectiveness of their sales force.

Patrick Arnold
President

Filice

We engaged with LSA Global to help our team identify opportunities to accelerate our commitment to sales excellence as “The Service Revenue Performance Company” in our market place. The facilitator’s shared passion for our goals created a foundation for sales skill adoption, as did LSA’s keen understanding of our unique business environment. This insight allowed LSA to deliver customized business sales training workshops which were adapted to reflect our specific business dynamics and provided our employees with the models and tools to leverage on every call with customers.

Grant Clarke
Director Client Delivery

Service Source

The sales negotiations training program was awesome. The facilitator was excellent. We are immediately able to see the relevance and apply it to specific needs at Blackhawk. The preparation and energy was very apparent. The facilitator did a great job keeping the class engaged for the entire day and focused on what mattered most to our success. I am very pleased with the results and like the very relevant and applicable sales negotiations tools. Great job.

Jack Lord
Vice President of Sales

Blackhawk Network

Hyperion has a commitment to lifelong learning. LSA helps us provide the right business sales training, management training programs, and leadership development programs at the right time to meet the needs of both individuals and departments. I especially appreciate their ability to listen to my needs and recommend the appropriate facilitators, solutions and content.

Sarah Parks
Senior Project Manager

Hyperion

LSA Global’s negotiation training assessment and workshop provided sales negotiation tools and practices that have significantly enhanced our negotiations process. Their facilitators understood our business, its challenges and framed the learning in a way that we understood. I am very happy with the value we have received from this program, and would highly recommend LSA to others looking to improve their sales negotiations results.

Jeff Bizzack
President

Service Source

LSA’s customized Effective Presentation Skills program has helped me elevate my presentation skills to the next level. I now have a much greater self-awareness of my presentation skills and can leverage off of my strengths while working to improve upon other areas. I would definitely recommend this solution to anyone for whom business presentations are an integral part of their job.

Jim Elliott
Senior Marketing Manager

Samsung

The sales strategy and goal setting session was right on target. It was a very valuable process that I highly recommend to any sales team.

Phil Rosenberg
Senior Vice President of Sales

Originally, we launched a RFP to partner with a sales training provider to improve the sales skills of our global distributor network. LSA Global challenged our thinking by suggesting we focus on the systemic strategy, culture and talent factors that create sales success before we invested in the more symptomatic needs of sales skills and knowledge. LSA Global identified the two strategic actions to improve overall sales performance and then designed and delivered world class sales training across the globe to help increase revenue and margin.  I’m so happy we took a more strategic approach to sales performance.

Kim Benson
Director Human Resources

Trimble

The introduction and continuous reinforcement of the MEDRAD objectives, vision, and mission was very impressive. By the end of the session, a large majority of the audience understood and was openly able to verbalize these items. LSA did a wonderful job introducing the importance of sales coaching and reinforcement and was able to keep the groups focused.

Cindy Steffen
National Manager, Telesales

This was our first experience working with LSA, and we were not disappointed. From beginning to end, they were as invested in making sure the program succeeded as we were. They not only met the needs of our organization, but they helped us meet our very tight launch deadline. The consultant operated with the sense of urgency necessary to ensure that by the end of the training the trainer sessions we were ready to roll the program immediately out. Without their dedication and 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!

Erin Surprise
PHR, Manager - L & D

LSA is an excellent training outsource partner! They listen to our needs, are responsive and work at a pace that keeps up with ours. We have found LSA to bring strategic and innovative solutions to meet our business problems by partnering effectively with our staff. I consider them to be an external extension of our team.

Wendy Chinn
Sr. Director, Global Sales Enablement

LSA Global demonstrated expertise in the sales leadership subject matter, spent the time to make sure the objectives were clear, and showed flexibility in shaping the session and sustaining it. Their facilitator “MEDRADized” the session, looked beyond the obvious, was enthusiastic, was able to keep people’s attention, made it enjoyable, and got the key points across.

Doug Stantial
North America Sales Training Manager

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