InfoCepts · Data and analytics · Nagpur and Virginia
A sales consulting programme for the delivery team, built with their L&D function.
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InfoCepts could not generate new business inside enterprise accounts it already served well.
The accounts were healthy. The delivery was good. The relationships were real.
They sat entirely with technical counterparts.
The people who commission new work were not in the conversation and never had been.
Delivery staff had regular, trusted access to engineering and technical leads, and no reason or structure to reach anyone above them.
This was not reluctance. Nobody had asked them to, and nobody had given them a way to do it that felt natural rather than like selling.
Working with the InfoCepts learning and development team, we built a sales consulting programme for the delivery team covering four things.
Structured preparation before a client conversation.
Establishing where the customer’s problem actually costs them.
Reaching senior stakeholders beyond the technical buyer.
Presenting a differentiated case rather than a capability list.
Contact with senior stakeholders in the client accounts also increased over the engagement.
Reported at the close of the engagement.
These were delivery people, not salespeople, and nobody expected them to become salespeople.
In most services businesses the deepest client relationships are held by people with no sales role and no sales training. They do not need to become salespeople. They need a structure for a conversation they are already having.
How InfoCepts’ delivery team, people who were never meant to sell, learned to open new business inside accounts they already served. New opportunity generation by the delivery team rose 17%, reported at the close of the engagement.
Twenty minutes on the phone is a reasonable place to start.
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