Case Study
“How can we create a consistent sales approach
across long complex client cycles?”
What They Needed
Computershare are a global financial services organisation with teams selling into senior decision makers across large multinational firms. The sales group worked with clients who had varied needs, contract lengths and buying behaviours, which created inconsistency in how opportunities were developed and progressed.
Through an internal review, they identified the need to:
- Stand out clearly in a competitive and niche marketplace
- Strengthen engagement across long sales cycles and multi year client journeys
- Improve discovery and identify the right opportunities at the right time
- Tailor their approach to different cultures, buyer types and decision makers
- Build confidence in presenting value and guiding complex conversations
In short: How do we create a consistent and professional sales approach across a diverse group of clients and markets?
What We Did
We designed and delivered a two day Sales Excellence programme, tailored to reflect their client base, commercial goals and the complex sales cycles within their market.
The programme covered the key sales disciplines required to create consistency in approach, including:
- Effective planning and preparation for long client journeys
- Strong discovery and qualification across varied buyer types
- Building value and positioning solutions with clarity
- Guiding conversations with senior decision makers
- Creating urgency and momentum across the pipeline
- Confident communication and relationship development
- Practical questioning and listening techniques
- Applying a structured sales process across global accounts
The course focused on practical behaviour based learning, helping the team move away from inconsistent habits and towards a clear, professional and unified sales approach.
The Difference It Made
Quality of programme design and relevancy
Quality of programme design and engagement
Helpfulness and skill level of trainer
Relevancy of course to sales role
Improvement in planning and preparation for client engagements
As feedback was measured against the five standard impact criteria, the sales team reported positive improvements across all areas.
- Quality of programme design: 3.3 out of 4 – viewed as clear, structured and directly linked to real sales situations
- Quality of programme delivery: 9.2 out of 10 – facilitators were praised for being engaging, practical and relatable
- Improvement in listening skills: 45% uplift – recognised for strengthening client conversations and understanding
- Improvement in questioning skills: 37% uplift – seen through clearer discovery and more purposeful dialogue
- Improvement in planning capability: 30% uplift – leading to stronger preparation for long and complex client journeys
The training successfully gave the team a shared and consistent sales approach, helping Computershare strengthen relationships and move towards more unified commercial performance.
