Example Program
Business Issue : Move from product / transactional selling to solution / consultative selling

Client: Major European Network Integrator

KPI’s : Average deal size, early engagement in purchase cycle, prospect win ratio

Overall Program:

• A three year assignment
• Additional reinforcement/extension sessions at Sales Conferences
• Regular updates at Sales Leadership Meetings
• PABD Learning Development Program
• KPI’s measure throughout
• Some workshops delivered in local language

Key Components:

• 2-Day Solution Selling Workshop
• 2-Day Account/Project Management Tools Workshop
• 2-Day Reinforcing/Extending Solution Selling Workshop
• 2-day Compelling Business Propositions Workshop
• 1-Day Sales Manager Coaching Workshop
• All Sales and Pre-Sales