Blockapt, a fast-growing cyber product company with an innovative SAAS solution. But a better way was needed to sell into the market place and achieve their growth targets.
Challenges faced by Blockapt:
- A new team that required skills upgrading in terms of selling a complex SAAS solution
- A solution to gain increased audience cut through in the cyber security market
What we did:
Toggle Switch Consulting delivered a detailed review of sales capability, resulting in a bespoke sales capability development programme to develop and embed consultative selling across the team:
- Workshop based training for sales, presales and solution engineers to create a baseline of consultative selling skills
- Ongoing coaching and support to embed learning, provide feedback and on-call support increasing consultative sales effectiveness
- Multiple leadership workshops, working with the business leadership team to refine their target market and audience
- Supported by industry experts to ‘market test’ and seek first hand, impartial feedback
The Results
- An increase in quality and stickiness of pipeline with an increase in average deal size
- Foundations for growth in company revenue
- New customer engagement through impactful adjustments to target market, target audience and key messages
We developed a bespoke sales capability development programme to create and embed consultative selling skills across Blockapt's team.
“Working with Tim was beneficial at a key stage of my business’ development. He helped us gain better clarity around where we would have most market impact. He also raised the level of sales capability across the entire team with his ability to work across all functions and levels of seniority, even helping non-sales people be more comfortable with solution selling.”
Zafar Karim, CEO BlockApt