Case Studies

Background

Softcat is a leading provider of software licensing, hardware, security and IT related services to corporate and public sector organisations. Symantec, known for their security software, is one of many vendors who use Softcat as a reseller to talk to customers about their product and service range. Anushka Davies, Training and Development Manager at Softcat, arranged two days of training with Symantec to focus on a number of key objectives.

SoftCat’s Objectives

Anushka encouraged the format of the Natural LIVE day having seen it in action before, “We wanted to run a training session with real impact - something that stands aside from the usual vendor days of ‘PowerPoint and product training!’ Natural Training’s approach of combining a high level of actual sales activity with bite-sized training pieces is just the sort of training that facilitates real behavioural change and delivers results as part of the experience.”

Symantec’s Objectives

Lisa Roberts, Symantec Partner Account Manager, was clear on the desired outcomes – “My objectives for the day, besides finding new opportunities, was for each salesperson to be confident in delivering a Symantec-led message, and discover how a Symantec-led conversation can open more doors, and therefore uncover more opportunities for Softcat. Additionally, we refreshed the core selling skills which Natural Training handles extremely well, such as the first 15 seconds of the call, great questioning skills, closing, and also how to handle those annoying voicemails you keep coming across!”

Results

The two days of training delivered on every objective set: A sales team now selling with more confidence, using new improved sales techniques and seeing great success with the addition of 94 new business opportunities generated on the training days.

“It was brilliant, I got a lot out of the day and highly recommend it. It was a sales training day run alongside Symantec product training and, as well as leads generated, it has also given me a lot more confidence talking around the Symantec offering as well as my usual Softcat pitch! Excellent!”
Holly Pettinger, Softcat