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Case Study

Discover how I helped a leading career coach increase sales by 50%​

+50%

sales year over year

-3 months

to reach sales target

Thibaut made the coaches feel more confident in the approach of the sales calls and have the right mindset. He made them realize that they were not trying to sell anyone anything. But almost like a doctor diagnosing a problem and figuring out how they could provide a solution to it.

David White, Founding Partner

The challenges

The team approached me to solve two major problems with their sales process:

  1. They were spending a large amount of time in qualification calls, running lengthy consultations with prospects who were not qualified for their services.
  2. They had difficulties closing contracts with qualified prospects.

How I helped

We worked in three steps:

On-site Training

We organized an initial training, where I helped the team acquire important knowledge on how to run a proper discovery call, qualify prospects early, and keep control of the sales process.

1-on-1 Coaching

Then, I helped the team on a regular basis by listening to recordings and giving tactical coaching. We worked with role plays and skills reinforcement.

Sales Playbook Development

I helped the team build a customized sales guide. We covered topic questions to ask during a discovery call, qualification criteria, and specific tactics for steering the conversation in the right direction.

The results

Thanks to the training and coaching program offered by Sales Labs, one of the consultants on the team was able to book 50% more business, three months faster than the previous year. Collectively, the team members completely changed their mindsets and started focusing on how to qualify their prospects better. They increased their numbers of sales and decreased the time to close each deal.

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