Sales Transformation – Central Government

Problem statement:​

We were retained by a global consultancy to support a sales transformation programme within their largest Central Government client ​account.

Disaggregation was impacting the account and it was recognised that they needed to reposition themselves in the eyes of the customer and adopt a new approach to sales. ​

What we did:​

It was agreed that we would build a team of Executive Sales Leads to augment the existing team within the Digital, Data & Analytics, Cloud Migration and Workplace & Cyber horizontals; along with hiring a new Head of Account Based Marketing to build a new marketing capability within the account. ​

Following a half-day workshop we produced 4 comprehensive market maps which provided full visibility of the sales and marketing talent that existed in competitive and complementary businesses. ​

In collaboration with the leadership team, we developed personalised messaging and prioritised the individuals we would contact from the market map.​

We conducted comprehensive go to market activity and used an agile delivery model to bring suitable candidates into process quickly.​

Outcomes:​

Achieved a 2.5:1 Interview – Offer ratio​

Progressed 5 candidates to offer​

Secured 3 new Lead Relationship Managers​

Secured 1 new Head of Account Based Marketing​

Provided detailed insights into the perception of the client and gathered market intelligence that would be used to shape decision making.​

Building a European Strategic Sales Team to drive Cloud Transformation deals

Problem Statement:

We were retained by a global consultancy to support a sales transformation programme within their European Strategic Sales Team, encompassing UK, Germany and Nordics.

Due to an increasing number of large Cloud Transformation deals coming to market, the organisation needed to quickly scale their Strategic Sales team to ensure they were well positioned to capitalise upon the opportunities.

What we did:

It was agreed that we would build a team of Executive Level Strategic Sales Leads to augment the existing team with a focus on shaping and closing the largest and most complex Cloud Transformation deals globally.

Following a half-day workshop with the client, we produced 3 comprehensive market maps which provided full visibility of the strategic sales talent that existed in competitive businesses across the UK, Germany and Nordics.

In collaboration with the leadership team, we developed personalised messaging and prioritised the individuals we would contact from the market map.​

We conducted comprehensive go to market activity and used an agile delivery model to bring suitable candidates into process quickly.​

Outcomes:

Secured 1 x Strategic Sales Lead - UK

Secured 1 x Strategic Sales Lead -Nordics

Secured 1 x Bid Director – Global