My biggest challenge was not having the right mindset, not having the right words to approach potential joint venture partnerships. I didn’t know how to structure my services and offerings. I didn’t know how to package my services up into market friendly bundles.

Most of the team had a very analytical background not necessarily suited to sales. Bill helped us to communicate much more effectively with our specialists and clients and had us practice and role play. He made a huge difference in getting us to actually learn the new way of speaking/thinking.

I needed to have an assessment of the teams sales capability and the current sales framework to understand where the gaps were and how to improve them. There were two key areas – leadership skills and sales skills.