Poor stock performance over the past few years necessitated decisive action. A large part of their new strategy was to shift from a technology company to a solutions company in order to provide strategic value to their customers. This required a company wide culture change that included how their products and services were positioned and sold.

Sales challenges

Tough, low priced competition, unable to position the value of service, selling too low, not positioning services at the right time in the sales process, ineffective at bundling everything together to sell a business solution.


As an integral part of a broader sales training curriculum, we custom developed a workshop which helped them position services more effectively and define and sell the business value of their solution.


A much better understanding of the language of business and greatly increased comfort in selling at the executive level. The workshop was facilitated by our client’s internal training staff and was delivered to their entire US sales force.