Global Management Consulting Firm

Client: Global Management Consulting Firm
Industry: Consulting
Services: RAIN Selling, Insight Selling, Winning Major Sales, Reinforcement

Challenge

“Our consultants needed to take ownership of their role in business development and spend more time engaging with their clients to truly understand their business and individual needs and drivers,” said the Global Client Experience Manager. “We had to change how we approached opportunity management, to become involved earlier in the buying cycle rather than being caught in the churn of responding to RFPs without validating needs, which negatively impacted our conversion rates.”

Solutions

The initial idea was to put a small group of consultants through an online training module. However, after the first consultation with RAIN Group, it became clear that to make the desired transformation, it would require a bigger investment in terms of time and volume of people to complete a sales development program.

“They [RAIN Group] helped us to understand the impact of what getting this right and wrong could mean in creating a true platform for growth. This wasn’t something we wanted to get wrong and we had one shot to put a program in place that could really make a meaningful impact.”

The workshops were a combination of RAIN Selling, focused on leading masterful sales conversations, and Winning Major Sales (WMS), centered on planning for each opportunity through Win Labbing, a process of generating the best ideas, strategies, and action plans. A small number of participants went through Insight Selling, the advanced consultative selling workshop.

To reinforce the concepts learned, participants enrolled in RAIN Mail, a mobile and email app that presents sales scenarios with difficult choices and immediate feedback.

Results

The workshops and reinforcement not only resulted in real behavior change, but also helped the client achieve one of its key goals—significantly increasing the APAC win rate by 20 percentage points over a two-year period.

Due to the success of the training, the program is now being rolled out globally with 350 participants attending the training across APAC, EMEA, and North America.

The concept of Win Labbing has taken off in APAC and they’ve created physical Win Lab rooms filled with tools to help people build creative strategies and win important sales. They’re the most booked rooms at all of their APAC offices. Pictures here are of their physical Win Lab rooms.