This company had successfully identified a market trend towards digitalisation, and sought to reposition themselves as a trusted, neutral advisory partner with a sales focus on 'outcome-based selling'.
Mentor Group were asked by the EMEA senior leader to provide ideas as we are a long-term sales development partner. We used existing core principles and added new material to co-create a comprehensive package delivered over 9 months. The core elements are:
Mentor Group began by consulting with the company on a new sales process to enable deeper customer understanding before building a comprehensive program focused on selling skills and storytelling concepts.
This program came with country-level customisation on core issues, and was linked to the company's product portfolio.
"Inspiring and motivational training."
"Very good session with interactive exercises and tests, [led by a] great coach."
"Totally new approach - my perspective has expanded considerably."
"Fun, interesting and useful event."
Deliverable through a number of mediums, including virtual instructor-led training (VILT), the program was implemented across 16 countries and 6 languages, enabling sellers within the company to deliver ~1000 storytelling presentations to customers, and increasing pipeline and deal size.
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Mentor Group Limited is a limited company registered in England and Wales.
Company registered address: Abbey Place, 24-26 Easton Street, High Wycombe, Buckinghamshire, HP11 1NT, UK.
Company registration No. 2767629.