Helping the experienced sales team focus on and convert larger (enterprise) opportunities to increase ACV and drive growth
Client background
We partnered with a global provider of investment management platforms, supporting clients in integrating front, middle, and back-office operations.
The focus was on enabling the sales team to target and convert more enterprise-level deals, reduce sales cycle times, and improve win rates.
The challenge
Support client-facing teams with an enterprise-focused sales model
The team was already performing well. To enable the next level of growth, leadership identified the need to:
Reinforce their existing global qualification methodology and ensure rigorous and effective adoption
Equip sales leaders to coach both people and deals through the new approach
Our approach
Consulted to assess current practices, identify strengths to retain, and areas to enhance
Designed and delivered a targeted programme with sales models to strengthen enterprise selling while complementing existing methodologies
Developed practical playbooks and coaching guides to help leaders drive consistency and embed new behaviours
In close partnership with senior leaders and revenue enablement teams, we:
Value added
The client now benefits from a more focused, enterprise-ready sales approach:
A shared language, toolkit, and repeatable practices across the team
Tools and methods designed to support larger, more complex sales
Stronger application of their qualification framework, improving conversion and forecasting accuracy
In their words
The programme integrated our existing sales methodology supplemented by a suite of tools to enhance our sales process.
