Consultative Selling Skills for Technology Sales Team

Redwood Shores, CA – LSA Global, the business consulting and training firm that helps fast growth life science, technology, and service companies by powerfully aligning their culture and talent with strategy, today announced results for a Consultative Selling Skills for Technology Sales Team program focused on selling complex solutions to target clients in a consultative and value added way.

• 98.4% Job Relevance
• 96.6% Satisfaction
• 175% Knowledge Gain
• 84.2% Net Promoter Score

Consultative Selling Skills for Technology Sales Team Background
This leading technology client’s marketplace and competition was rapidly evolving.  It was clear that reactive and transactional selling was no longer sufficient to meet growth targets.  They wanted to create more customer value during the sales process.

Their ideal target clients demanded sales professionals who could consistently diagnose needs, offer sophisticated solutions, and deliver measurable and strategic value during the sales process. This is where customized consultative selling skills for technology companies can help. To exceed quotas, build sustainable client relationships, and drive measurable business impact, the client wanted all sales reps to master several consultative selling competencies.

The Consultative Selling Skills Research
Sales research underscores the effectiveness of taking a consultative approach to sales.

• According to a study by Zoltners, Sinha, and Lorimer (2020), consultative selling practices correlate with a 20–30% increase in average deal size in B2B technology sectors.
• Similarly, insights from the Harvard Business Review (2019) indicate that solution-focused sales teams outperform their peers in both client retention and cross-sell opportunities, particularly in complex B2B environments.

Implementing Consultative Selling in Technology Teams
Adopting consultative selling requires deliberate business sales training, coaching, and reinforcement. To get results, the client’s sales leaders wanted all customized training workshops to include highly relevant role plays, sales playbooks, case studies, and experiential sales scenarios that simulated the most critical client interactions.  They wanted to equip their sales teams with enough business insight, active listening skills, problem-solving capabilities, and the ability to articulate differentiated value to increase deal size and win rate.

Based upon sales rep assessment simulation best practices with the goal of transforming the sales team from transactional sellers to trusted strategic account partners, the customized, the interactive workshops focused on how to consistently:

• Understand the difference between “box shifting” and solution selling.
• Sell broader and more impactful solutions that build stronger, more profitable, customer relationships.
• Sell on value not price.
• Sell effectively to executives.
• Become a trusted business advisor.
• Develop a best practice implementation plan for expanding a customer base.
• Grow “high end” sales to existing customers, new customers, and new markets.

About LSA Global
Founded in 1995, LSA Global is a leading performance consulting and training firm that helps high growth technology, services, and life-science companies create a competitive advantage by powerfully aligning their culture and talent with their strategy. Learn more about getting aligned.