IT and ITES · Engagement brief
Consultative selling mastery
Turning account managers into advisors clients actually consult.
The situation
Account managers were selling transactionally in a market that rewarded trusted advisor relationships. The gap was mindset, not product knowledge.
The work
A tailored intervention, shaped around the organisation and its leaders.
WOY’s role
Translated consulting principles into a sales capability framework built for the sector.
Shifted the focus from transactional selling to a trusted advisor role.
Built experiential, simulation-led learning mapped to real client contexts.
Embedded tools and behaviours so skill transfer was immediate and measurable.
Engagement design
- Entry and alignment: building trust, clarifying expectations, setting scope
- Discovery and dialogue: uncovering underlying client needs and reframing challenges
- Solutioning and agreement: co-creating options and securing commitment to action
- Implementation and partnership: working through resistance and holding engagement
Observed outcomes
What changed.
The shifts in thinking, capability and ways of working that emerged from the engagement.
- Clients began treating account managers as strategic partners
- Reduced rework through stronger discovery and clearer contracting
- Improved listening, reframing and courage in boundary conversations
- A shared consultative language adopted across teams
Next engagement · Financial services
Entrepreneurial mindset programme
Client identity is withheld under confidentiality agreements.