Transformation to Complex Sales

The Challenge

The challenge for Softcat, a leading IT Provider, was to transform the salesforce from being more transactional (targeting and managing mainly smaller, simpler IT needs) to more complex, larger IT solutions with a particular focus on HP.

Our Solution

A 4 month modular programme was developed using best practice Solution Selling Skills with HPE knowledge.   We worked with our partner Evolearn (Anti Hemminki) to develop a programme which integrated with & reinforced learning from each session, finalising with a Results Presentation to Softcat and HPE Managers.

The Result

Real ROI was measured at the Results Presentations which included sales wins, increased deal size as well as increased numbers and higher level of contacts.  Confidence increased in larger, more complex sales.

Strategic Sales Directors

The Challenge

Many Sales Managers have no formal Business training and sometimes lack the business breadth and strategic business tools to operate at the Board Level.

Our Solution

The Level 7 Diploma in Strategic Sales Practice from the CIM – an intensive 6 month aimed at current or aspiring Sales Directors and Senior Sales Managers.  The programme guides you through strategic and best practice analysis, planning and operational tools with debate and critical discussion to uncover solutions to real-life business issues.

The Result

Increased confidence and ability to strategically analyse and recommend plans for future growth through the development of a number of options each with clearly identified pros and cons.

Most successful

This is the most successful training I have ever seen.  I regard Clare as a key player in our company’s success and a direct significant contributor to Softcat’s world class employee and customer satisfaction ratings.

Martin Hellawell – CEO

Academic and practical

Clare managed to keep the Diploma both interesting and engaging whilst offering the necessary support.  The combination of academic knowledge and practical hands on experience is a rarity.

Richard Abell – Director

Sales Coaching

The Challenge

How to plan, position and win sole supply status at meeting with IT & Procurement with an Enterprise client in the early stages of looking to consolidate IT suppliers.

Our Solution

By using the GROW coaching model and through a challenging approach to coaching, Clare helped the Account Manager to identify the best sales strategies and options, and then plan for multiple meetings, using those strategies to develop and demonstrate a tailored value proposition which added real value to the end client.

The Result

The Account Manager developed and delivered a tailored value proposition to the client.   He successfully repositioned Softcat and achieved sole supplier status with an Enterprise account.


Key Account Planning

The Challenge

To increase the pipeline and grow business in their Key accounts using a common process across the whole company.  A key issue was the low number and level of contacts in those accounts.

Our Solution

All sales and sales support staff participated in the programme over a 9-month period.  Participation consisted of preparing account plan data prior to the events, attending a 2-day intensive workshop and developing their account plans with their full teams after the workshop.   Each team presented their account plans to Managers and Directors.

The Result

Key Account Plans were completed using a common process, which were then used as tools to help manage and grow pipeline.  A key output was the number of multi-layer relationships across the wider team.


My business doubled

I have been working closely with Clare for the last 2 years – since then my business has doubled and my team won sales team of the year.  This has been the largest growth in the last 14 years: I attribute a lot of this to Clare.

David Bennett– Enterprise Account Manager

Increasing our pipeline

The Key Account Management Programme gave us a consistent approach to managing and planning our Key Accounts and had a significant effect on increasing our sales pipeline and our account penetration.

IT Company– Sales Director

We have experience with

  • Global Corporations and privately owned SMEs to design and deliver programmes that enable sustainable change and maximum ROI.
  • Salespeople, who need to be more consultative, at Vodafone, Softcat, Logicalis, Computer Associates, Wyeth, Smiths Industries and Fujitsu.
  • Consultants, who need to be more commercial, at RBS, KPMG, Bank of Ireland, Accenture, Astra Zeneca, the Housing Corporation & Visit Britain.
  • Sectors such as Manufacturing, Finance, Pharmaceuticals, Electronics and Government organisations.
  • Locations across the globe, with clients in  the UK, Europe, United States, Africa and the Far East.
Evidence March 26, 2016

Marlow Sales Academy

Seymour Court Road

Get in Touch

phone: +44 (0) 1628 302063
email: info@marlowsalesacademy.com
skype: clareoshea1