Client Case Study
Consultative Selling Skills Professional Services Case Study
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:
Based upon correlating results to win/loss results and composite skill application scores
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.
LSA is an excellent sales and leadership outsource partner! They listen to our needs, are responsive, and work at a pace that keeps up with our rapid speed.
We have found LSA to bring strategic, innovative, and practical solutions to meet our business priorities by partnering effectively with our key staff. I consider them to be an important external extension of our team.
Sr. Director, Global Sales Enablement
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!
LSA has consistently delivered top notch value to Seagate’s Corporate University Program. The level of facilitator involvement and continuous program evolution has kept the sales negotiation training engaging, relevant, and impactful.
We look forward to working with LSA in the future.
Sales Executive, Seagate Data Recovery Services
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.
Sales, Marketing & Customer Service
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.
Senior Project Manager
LSA was instrumental in making our worldwide sales meeting a success. They saved me a ton of time with ‘best in class’ solutions to meet our business objectives. Whenever I’m in a pinch, I can count on LSA’s dynamic team of sales trainers and consultants to really go the extra mile.
They truly understand the meaning of customer delight. Thank you!
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.
We look forward to continuing our sales partnership with them.
Channel Excellence Manager
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.
LSA’s unique Strategy-to-Results approach is an added game changer. I recommend them to anyone looking to get high quality results when it matters most.
Executive Director Global Learning
We engaged with LSA Global to help our sales team identify opportunities to accelerate our commitment to sales excellence. 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 and impactful business sales training workshops which were adapted to reflect our specific business dynamics and provided our employees with the sales models and tools to leverage on every call with customers.
Director Client Delivery
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 sales 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 critical strategic actions to improve overall sales performance and then designed and delivered world class business sales training across the globe to help increase revenue and margin.
I’m so happy we took a more strategic approach to sales performance with LSA. Thank you for making this fit our culture.
Director Human Resources
The sales negotiations training program was awesome. The facilitator was excellent. We are immediately able to see the relevance and apply it to our specific. The preparation and energy was very apparent. The facilitator did a great job keeping everyone engaged 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!
Vice President of Sales
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.
PMO and Outside Sales Operations
Senior Vice President
What a refreshing change from the half-baked psycho-babble you normally get from training and consulting organizations. LSA gives you the practical and results-oriented assistance you need to define and reach your goals.
Their leadership, management, and sales expertise has been invaluable. They think strategically and provide a results driven plan – not just a temporary fix.
They are great to work with, and even more importantly, they “get it!”
Director of Merchandising
We value the relationship we have with LSA Global. They customize and deliver top quality sales solutions when we needed them. They pay special attention to ensuring the solution fits our unique needs, business, and culture.
I would recommend them to anyone looking to greatly improve the skills of their sales force.
Carol M. Harbin
Manager, Worldwide Sales L&D
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