Client
Client Objectives
Our client has long been a leader in private markets investment management, especially private credit. But the market is becoming crowded. How can the sales team differentiate the firm to stand out from a crowd of 200 other private credit offerings? And how can the sales leaders drive the best performance from their teams in the face of this new external challenge?
Our Solution
For the EMEA Investor Relations (Sales) team, we put together a sales offsite to help address this challenge, covering:
- Creating meaningful stories around our capabilities
- Smarter conversations: Understanding client needs
- Dynamic pipeline management
For sales leaders, our program covered structured sales coaching methodologies, and how to face into business development alongside the role as trusted advisor.
Success for our Client
From our client’s CHRO:
“I wanted to let you know I had the pleasure of following up with some of the Partners in IR today and the feedback from them was consistently ‘This is the best training I’ve ever participated in’.
This feedback was also shared by the Global Head of IR. We will likely be looking to replicate your exact session in the US. Kudos to you for doing a fantastic job facilitating and hosting a memorable session.”
Why Alpha?
These were seasoned professionals, so it was important for us to adapt to their process and local market ways of working. Part of our planning was to consult with the EMEA Head, as well as his leads for North and South EMEA, to ensure we embedded the realities of their sales challenges in each target country.
