Helping a global outsourcer win bigger and earlier
Client background
A Nasdaq-listed global outsourcer, based in the USA, with more than 100 sales and relationship managers worldwide. They specialise in front, middle, and back-office solutions for investment managers and institutional investors.
Our partnership began with the European sales team and has since expanded across other regions and support functions.
The challenge
Following a previous initiative that failed to deliver consistent results, the client needed to:
Establish a common framework and language to drive a mindset shift and improve consistency.
Build skills and confidence through practical workshops, with a strong focus on live opportunities.
Introduce ongoing coaching to embed best practice across complex, high-value opportunities.
Our approach
Creating a tailored toolkit to help originate, qualify, and progress critical opportunities
Providing 1:1 and group coaching to embed skills and accelerate deals
Offering 24/7 access to a learning portal with refresher videos, tools, and reference cards
We partnered with the client to implement our Sales Accelerator methodology. Highlights include:
Value added
Our client now takes a more proactive, client-centric approach to business development:
Moving from pitching solutions to uncovering and addressing client challenges
Building natural curiosity and stronger relationships at every stage
Originating new opportunities earlier and telling a clearer, differentiated story
In their words
We’re about to have a record year. Our average deal size has gone up, and for the most part, we’re engaged earlier on in the sales process.
