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Case Study







Raising the bar of strategic sales practices to cement long-term customer relationships with NBS.

NBS is committed to offering distinctive, innovative specification and information solutions to construction industry professionals and is proud to be leading the construction industry in its digital evolution.

Its origins lie in the National Building Specification and for over 40 years, NBS has developed and produced products that support the built environment. NBS specification products cover construction, engineering services, and landscape design.

As a trusted brand in the industry, the sales and business development teams from across the NBS business are at the forefront of delivering excellence in long-term customer relationships. Maintaining a sustainable pipeline of new and renewed business is key to maximising value for all customers both in the UK and internationally.

NBS selected durhamlane as their sales performance training and coaching partner in 2016 to:

  • Establish a consistent approach to sales and customer service across a national team of circa 20 people, many of whom are home or field-based.
  • Increase the confidence and proactivity of each team member and the development of a consultative selling approach.
  • Embed a one-team-one-approach culture across the entire sales operation.
  • Deepen the sales performance coaching capability amongst the leadership team and across the sales team
  • Having first got to know NBS, durhamlane designed and delivered a blended programme that consisted of high-impact training workshops coupled with 1-2-1 and team coaching. The programme focused on embedding our proven Selling at a Higher Level methodology whilst also sharing tools, techniques and blueprints we have developed for accelerated sales success.

The programme received great feedback:

“My favourite parts of the workshops was where we actually got to apply the theory to our day to day jobs. It’s the best way to actually using it; is to apply it to a day to day account.”

“The Magic 35 is critical to us being as efficient as possible in our jobs. I had two meetings the following day and it made me think how to structure my call and be as efficient as possible.”

“Really good interactive session, not ‘information overload’ where you’re just being spoken to like some training programmes!”

“The catalyst to positive change and has given me clarity on how to start and continue the journey. I would highly recommend the training coaching programme it’s been fabulous!”

“durhamlane has a fantastic approach to training. They spent time prior to the training visiting us and making sure he understood our objectives. They then delivered against these with a highly interactive and enthusiastic workshop. The team left motivated and with new ideas that they use in practice. We now use the templates, like Magic 35 in our everyday approach”

Ben Councell

Director of Sales
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