LSA Global Delivers SaaS Sales Training for Security Software 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 customized SaaS Sales Training for Security Software professionals focused on improving solution selling capabilities to meet aggressive growth targets in the face of increased competition.

• 97.8% Job Relevance
• 100% Satisfaction
• 123% Knowledge Gain
• 96.7% Net Promoter Score

This leading online security company focuses on mitigating check, wire, and ACH fraud across the U.S. and wanted to increase its growth rate by improving their ability to sell more new and broader solutions (e.g., cross- and up-sell) to new and existing clients.  They faced a few challenges:

• The current sales team had varied skills and experience.
• Too many sales reps treated all accounts and opportunities the same even though they represented different value.
• Some sales reps were struggling to adopt the solution-oriented mindset and strategic prospecting efforts required to push newer products into the market and were defaulting to selling only the easiest product to sell versus the larger and more valuable solution portfolio.
• The sales team was struggling to grow strategic sales accounts and increase portfolio mix.

Sales leaders knew that if the sales team did not improve its motivation and ability to sell new and broader solutions to target clients, it may not meet aggressive growth targets or take full advantage of the current window of opportunity.

The highly customized business sales training used the following approach to design and deliver a highly effective SaaS Sales Training for Security Software professionals:

1. Identify Sales Success Metrics
   • Finalize high performance sales metrics that matter most (e.g., portfolio mix and cross-sell).
   • Assess the current baseline of each metric.
   • Agree upon desired sales targets and associated business impact.
2. Assess Current Situation
   • Interview sales leaders and sales reps.
   • Review current ideal target client profile and unique value proposition definitions.
   • Understand upcoming sales compensation changes.
   • Review current sales pipeline process and stages.
   • Review previous sales negotiation training.

3. Design Exact Sales Solution
   • Determine required support tools and reinforcement mechanisms.
   • Design a highly interactive and relevant targeted SaaS Sales Training for Security Software program.
   • Review and finalize program design.
4. Deliver Targeted Sales Training
   • Deliver an initial consultative selling workshop.
5. Measure & Agree Upon Next Steps
   • Measure Level-1 participant satisfaction and Level-2 knowledge gain.
   • Agree upon next steps to reinforce skills and mindsets (e.g., sales management coaching, tools, and refreshers).

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.