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Case Study 2: BT Wholesale

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Global Account Development Planning and Business Acceleration

This programme involved the coaching and planning of workshops for the Global Account Management teams for BT Wholesale’s top global accounts in Germany. The following outcomes were specified:

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  • A common approach to global account development across all regions of BT Wholesale.
  • Commitment from all regions to a single strategy for developing the most important BT Wholesale accounts.
  • Commitment from all global account team members to follow up on the actions that came out of the coaching and planning workshops.

The feedback from the programme sponsors was excellent. Confirmation was given that all the outcomes were achieved despite the previous differences between regions in terms of targeting and local preferences for approaching these critical (‘must grow’) accounts:

“Sterling Chase have been highly professional and very tenacious in embedding the techniques and the learning imparted to our team. One of the key benefits of their consulting style is that all of their associates are proven, high-level practitioners of consultative selling and they bring this practical experience to bear in their work. They have displayed real stamina and determination in driving forward the programme and deploy associates of a very high standard at all times. We are already seeing measurable revenue benefits that far outweigh the cost of the programme.”

Rafille Mir – Business Development Programme Manager, BT Wholesale


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