LSA Global Delivers First Sales Meeting Workshop for High Tech 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 First Sales Meeting Workshop for a fast growing High Tech Company that wanted to ensure their sales reps could better engage buyers to either agree to sales discovery and/or a specific sales meeting objective.

• 90% Job Relevance
• 95% Satisfaction
• 75% Knowledge Gain
• 90% Net Promoter Score

This fast-paced High Tech client needed their sales reps to act and be treated like trusted advisors in order to truly uncover how they could best help their target clients to be successful while moving from on-premises enterprise software to software as a service (SaaS). Unlike traditional product sales, SaaS requires a different type of selling. Sales reps needed to focus on acquiring new customers, upselling current clients, and retaining current accounts.

The highly customized solution selling training program module called Engage, was a First Sales Meeting Workshop for sales reps that focused on:

• How to Get Access to the Buyer
  The amount of information buyers receive daily is staggering. It is estimated we receive 3,000 to 10,000 messages or ads each day. Buyers are barraged with massive amounts of information and have more choices than ever before.
  
  This section focused on research-backed best practices to more effectively get and keep the buyer’s attention by aligning to their existing priorities and being prepared with disruptive, relevant, and often unknown insights to help them be successful.
  
  Buyers want to meet with people who will add value.
  
• How to Put the Buyer First
  Putting the customer first, means putting your products, features, and sales goals second. Of course you need to understand your solution and hit your sales targets, but putting the buyer first is about deeply understanding the key challenges your customer is facing and communicating how you can uniquely solve their problem better, faster, or cheaper than anyone else (i.e., your unique value proposition).
  
  Buyers want to meet with people who put their best interests first and those who offer proprietary emotional or financial benefits that matter to their unique situation.
  
• How to Navigate the Most Common Sales Objections
  Even with the best business sales training, sales reps will have to overcome sales objections. Trying to eliminate sales objections is an exercise in futility. Prepping your team to overcome sales objections is just as important as helping them to win bigger deals.
  
  Even if sales reps are great at finding the right decision-makers and pre-call sales planning, they must still be able to effectively create open-mindedness to move to the next stage in the sales process. This section taught sellers an easier, better way to gain access and influence typically unreceptive buyers, by eliminating the hard sell.
  
  Buyers do not want a canned sales pitch or a hard sell. They want sellers to focus on solving and understanding their unique challenges and needs.

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.