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Current Project – BT Retail Business

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BT Business Custom Solutions Sales Excellence Programme
(sponsored by BT-Cisco Alchemy)

The programme was developed and deployed in Quarter 1 2013/14 in order to accelerate the penetration of key target accounts for the Customer Solutions BDM’s.

Key Elements of the Programme

Businesspeople on meeting

The programme consisted of:

1. Joint planning sessions with sponsor representatives from BT iNet, BT Business Marketing and Cisco Systems;

2. Joint communications briefings provided for delegates chosen to attend;

3. Pre-workshop attendance research completed by delegates;

4. Pre-attendance opportunity qualification sign-off by the joint BT-Cisco governance board;

5. Delegate attendance of one-day face-to-face workshops to develop and agree the following for one target (‘must win’) account per attendee:

  • Tailored strategic selling proposition themes
  • Sales execution plans and decision-maker engagement strategies
  • Alignment plan for management and coaching review / governance process
  • Delegate-led investment review to determine best allocation of specialist resources across the cohort opportunity list

6. Follow-up virtual coaching sessions with strategic account managers and sales managers;

7. Sales managers coaching delegates to complete all of the above for additional opportunities;

8. Governance reviews with Sales GM’s (still ongoing);

9. Pipeline tracking, reviews and virtual calls (still ongoing).


  • Over ÂŁ16m of qualified sales pipeline across public and commercial sectors from two pilot cohorts;
  • Sales plans have been agreed and activities prioritised to advance and close these opportunities;
  • Intention to roll out two more cohorts communicated from BT and Cisco.


“The programme has highlighted the requirement to go beyond the IT Director. I would like my team to apply this approach to each account and become proficient”

Jude Law – Sales General Manager, BT Retail


“Sterling Chase did a great job in understanding our needs and developing a programme with structured follow-up in a very short timescale. The programme delivered real sales pipeline and we are now taking these significant opportunities forward.”

Jason Hatch – Sales General Manager, BT iNet


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