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Sage

Case Study

Client

Sage

Services

Outsourcing, Recruitment, Training

Completed

2017

Transforming software sales

We met Nick Longden at an Accountancy Exhibition in London a few years ago. What has started as a chance meeting turned into a long-term relationship, during which the partnership achieved outstanding revenue growth.

Sales Skills and Process Improvement

Nick was heading up a sales team of a cloud-based SaaS business, selling financial accounting software, when he engaged with durhamlane for the first time. His team was rapidly growing from 3 people to 45 within 2 years, so Nick was looking for a training partner who could take his predominantly young team members up to speed quickly.

During a half-day strategy meeting with the team durhamlane identified the specific challenges of the team and developed a training programme based on their requirements. The training focused on implementing simple but effective sales processes which helped the team to have a more consistent way of doing things and become more productive. Based on our customer-orientated sales methodology the team transformed their approach from a transactional to a more consultative nature.

Building a high-performing team

When Nick moved to work for a multinational enterprise software company, he came back to us for our sales training solutions for his team of about 60-70 sales people. At that time he not only had the need to change the team’s sales approach and implementing a structured process, but he was expanding the team to more than 110 people.

Because of our business knowledge, the durhamlane recruitment team was able to find the candidates Nick was looking for – sales professional with the right attitude and mindset.

Lead Generation doubled webinar attendees

Nick was the first client using all three service lines of durhamlane in order to get the most out of the business opportunities. During the phase of building and developing his teams, the durhamlane outsourced sales team kept filling their sales pipeline with high-quality leads. We were tasked to drive new partners to online webinars and we achieved to double the number of attendees.

 

“durhamlane helped us develop a consistent approach to selling, changing the mindset of the team and helping them qualify higher quality leads. They really understood our business, which meant the quality of the candidates they sent to us meant we saved a lot of time and effort.”

Nick Longden

Sales Director
en_GB
de_DE en_GB