BT’s UK division Global Services (GS) asked us to design and facilitate their Sales Conference, which took place in London few weeks ago; over 300 participants gathered for two days at the Hilton Metropole Hotel.
BT had two goals: an informative face-to-face engagement between their sales staff and their product managers and specialists, and introducing everyone to the RACE methodology and a deeper understanding of the DQ Sales orientation; the problem-first, solution-second approach to sales. BT’s gold partner, Cisco, joined the event and delivered their latest understanding of the industry and market.
The ultimate goal was having each sales person leave with a “very next step” to take with their customer in the following week.
This was stage 4 of a five-stage process designed to empower their GS force to serve BT’s customers with more authority, expertise, and effectiveness.
The response from participants was very positive:
“It was very helpful to hear more about what some of our colleagues have experienced in the sales training offered by WRP. Now I understand what is meant by ‘problem-first, solution second.“
“It was wonderful to have face-to-face time with the talented specialists within our company.“
“More, give me more!“
This workshop was a continuation of the work we have been doing for BT. We have worked within the organization for four years now.
We had the privilege to meet and help many talented sales professionals across 4 different BT business divisions around the globe. The entire WRP event team echoed co-CEO Dr Roy Whitten’s comment at the conclusion of this conference:
“BT is an organization that is serious about developing its sales people, and it is pleasure to be their partner in helping this development happen.“