LSA Global Delivers Field Sales Training for Fast Growing Cybersecurity Company

Redwood Shores, CA – LSA Global, the leading business consulting, coaching, 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 Global Field Sales Training Program for fast growing Cybersecurity Company in Barcelona, Spain.

• 90% Job Relevance
• 93% Satisfaction
• 129% Knowledge Gain
• 90.6% Net Promoter Score

This fast growing Cybersecurity Company client is focused on delivering 100% year-over-year growth in a highly competitive, growing, and ever-changing marketplace. This created increased sales performance pressure for the entire sales organization in an environment where the sense of urgency to create a robust pipeline was not where it needed to be, and the team was struggling with getting to the next “yes” during critical sales conversations.

They had never designed, delivered, or measured effective field sales training before, and the current sales team had varied levels of experience and performance. Leadership new they had to “get it right.”

Because everyone was extremely busy and being asked to grow faster, any business sales training initiative must be highly relevant to the success of the sales team, sales management, and the company as whole.

Once sales leadership clarified the sales strategy in terms of the ideal target client profile, unique value proposition, and go-to-market plan, the solution selling training focused on:

• Becoming a Trusted Partner
  Earning a “seat at the table” is a must for complex sales. This module helped sales reps to understand the number one barrier to becoming a Trusted Advisor and how to overcome it with target buyers.
  
• Engaging Buyers in Alignment with Your Brand Promise
  First impressions matter. This module helps sales reps to identify the best ways to access decision-makers, create buyer receptiveness, and navigate the false objections customers often use to avoid sales calls.
  
• Discovering What Matters Most
  Top sellers consistently uncover critical customer needs and decision drivers, and make it easy for buyers to appreciate value-added recommendations. This module focused on building a Discovery Roadmap to determine the right solution for the customer and developing the critical skills to “drive” the discovery process in a way that ensures that sales reps uncover honest, unrestricted information.
  
• Building Value
  Buyers need to embrace sellers’ recommendation to move forward. That means that sellers need to articulate what matters most and link it to buyer priorities in a way that makes sense. This module focused on proven influence frameworks, value creation strategies, and simple story frameworks to effectively communicate customer-centric value.
  
• Advancing the Deal
  High performing sellers make it easy for buyers to commit to the best next step. This module focused on how to determine a customer’s commitment level and how to improve the probability to advance and win target opportunities

About LSA Global
Founded in 1995, LSA Global is the leading performance consulting, coaching, 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.