The challenge presented to Mentor Group was to enable a sales force to conduct early ‘story-based’ sales conversations with executive buyers that excite and energise them to action. The sellers were already confident in delivering technical solutions, so the focus was on a change in approach rather than developing a new skillset.
It was essential that the solution connected personal and business outcomes with the ethos and capabilities of the vendor, and aligned with current and future solutions or product offerings.
We designed and delivered a program of learning both in a workshop and a virtual format which built a framework for developing sales stories that:
Impact within the Customer:Following the success of the initial pilot program, Story Based Sales Engagement was deployed to the entire global sales team, including pre- and specialist sales resources. This program achieved the highest feedback scores of any program the customer had enrolled in before. Now in its 3rd year of deployment, the concepts introduced in the program have become the de facto approach to engaging customers.
“Super topic presented by a superb trainer on an excellent platform”
“We learned to keep the stories succinct and to the point”
“The course did an outstanding job of showing how to tell a story with pictures”
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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.