Case Studies

Challenge: Unearth Opportunities!

March 2009: In the face of a challenging market place, Dell has to ensure that account managers and executives proactively target brand new opportunities from their Acquisition team, while seeking new angles and conversations to have with their current customer base in their Retention & Development team. Natural Training was asked by EMC and Dell to help with their teams’ ability to unearth lots of new opportunity by increasing the quantity and quality of outbound telesales calls.

Solution: Natural LIVE!

Over two days Natural Training rolled out Natural LIVE with a focus on Back-up, Recovery and Archive conversations with decision makers. The day featured short bursts of the latest sales techniques in the training room, mixed in with real, on the job sales calls to a pre-organised database. There was also lots of personal sales coaching to ensure that individual needs were recognised and helped.
Each individual style was worked on and improved and a number of new and innovative skills and techniques were adopted by the team – such as “getting through gatekeepers”, “handling impossible objections” and “maximising the chance of gaining an appointment.” By practicing the new techniques and being able to integrate them directly into the daily roles, there was no time-lag between learning and implementing.

Results: 122 appointments, £7m worth of opportunity unearthed

“Excellent – Enjoyable, informative, interesting and a very valuable experience. I have learnt a lot today and would love to have another of these sessions”.
Gareth Bruce, DELL

Excellent. Fantastic sales training. 110 customer meetings arranged and a team that is clearly more confident in proactive selling! Well worth the investment and time!”
Mark Scanlan, Manager, Dell

“The trainers were excellent, very engaging and brought some great new ideas to the table – 10/10. Great day!”
Angela Douglas, Dell

"Very good training. I really enjoyed the day, took something out of every call and would recommend this training to anyone that asked.”
Ross Cook – Dell