Invesco is a leading independent global investment management firm.

They wanted to help their account managers move beyond product-led conversations and build a more consultative, client-first approach.

The challenge was familiar in investment management: highly capable people, strong products, and good client relationships, but a need for more insight-driven conversations that uncovered client priorities before positioning solutions.

Natural Training designed a consultative sales programme built around four core behaviours: Explore, Engage, Excite and Expand. The programme focused on helping consultants research more effectively, ask better questions, listen more deeply, map stakeholders and position Invesco’s value in a way that felt relevant to each client.

The training also supported team selling, helping consultants draw on internal experts, investment managers, portfolio managers and macro-strategists to strengthen the client conversation. The aim was not to push product, but to “Amplify Your Client” by making the client’s world, challenges and ambitions the centre of the conversation.

The programme was designed as a blended learning experience, including face-to-face workshops, webinars, videos, podcasts, quizzes, newsletters and manager coaching packs to keep the behaviours alive after the workshops. The Invesco material described the need for client-first conversations, stakeholder mapping, consultative solution selling, keeping momentum in multi-stakeholder sales, and expanding client networks.

Outcome

The programme helped consultants build more client-centred conversations, deepen relationships, identify unconsidered needs and position Invesco solutions with greater relevance and confidence.