Solutions Sales Training and Support Program for Tellabs

Industry: Telecommunications Tellabs
Activity: New Solutions Sales Training and Support
Target Audience: Global Account Managers, Services & Solutions Sales
 

Business Issue

Tellabs, a mid-sized global telecommunications supplier, had a growing services and solutions portfolio, but was struggling to expand in international markets. After designing new services and solutions to appeal to some of its largest international telecom clients, Tellabs was interested in connecting solutions offer training with the launch and roll-out of the new solutions. Tellabs approached Solutions Insights to design sales training and help them launch the new solutions.

Our Response

Working with the services and solutions marketing and offer teams, Solutions Insights designed and delivered a two-day workshop for global account managers focused on:
  • Linking the new solutions to current account planning practices through training modeled on real-life customer situations
  • Articulating the value statements, power-maps and selling tactics for the the new solutions
  • Improving the selling skills, customer engagement practices and selling support approaches through intensive training and practical role-plays
The solutions offer and sales training workshops were deployed across Latin America, Europe, the Middle East and Asia.

Results

Following the sessions, the solutions and services marketing teams saw a significant uptick in offers and deals for new solutions in the growth international markets, and a strong interest in support for new solutions pursuits.