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Case Study 4

Revolutionizing Lead Strategy for Training & Development Companies
How TEXA Sales Coaching Expanded Their Reach and Boosted Sales by 45% Through Local Meetups

Background of the Client

TEXA Sales Coaching is a leading training and development company that provides a wide range of sales training courses to individuals and organizations since its inception in 2014. TEXA has a strong focus on providing fundamental sales skills, vendor differentiation, demand creation, and personal motivation training to sales employees at all levels.

The company has a founder-centric brand and has established its presence across India through its franchise model. However, despite its strong brand image and reach, TEXA faced challenges with generating leads and revenue from its franchise operations.

Overview

The training and development industry is a rapidly growing sector that caters to individuals and organizations seeking to enhance their skills and competencies. According to a report by Technavio, the global corporate training market is expected to grow at a CAGR of over 9% during 2021-2025.

In India, the training and development industry has witnessed significant growth in recent years, driven by factors such as increasing competition, evolving business needs, and the need for upskilling and reskilling of employees. The sector encompasses a wide range of training programs, including sales training, leadership training, communication skills training, and digital marketing training, among others.

In this case study, we will explore how Clicks and Sales (C&S) helped TEXA Sales Coaching generate more leads and revenue by organizing local meetups. TEXA had recently expanded their operations and franchises throughout India, but they were facing the challenge of generating leads and revenue from their franchises. C&S suggested organizing local meetups to present the value of TEXA's training courses and generate leads for their sales coaching and business coaching services. The outcome of this strategy was 455 leads generated for sales coaching and business coaching for SMEs across eight Tier II cities in India, enhanced goodwill for TEXA Sales Coaching, and an expansion of their reach through more local meetups.

The Struggle to Stay Afloat

TEXA Sales Coaching had established themselves as a leading sales training and development company in India, with their founder's popularity on YouTube helping them generate leads effectively. However, the training and development sector is highly competitive, and TEXA Sales Coaching faced routine challenges such as acquiring new clients and retaining existing ones.

In 2017, TEXA Sales Coaching faced a new challenge - they were no longer able to effectively communicate the value of their training courses to potential clients. As a result, the number of leads generated and converted started to reduce, impacting their revenue and growth prospects. The company realized that they needed to find a new way to generate leads and enroll more sales employees in their training courses.

TEXA Sales Coaching's challenges were not unique to their company. The training and development sector is constantly evolving, and companies in this sector often face challenges in communicating the value of their services to potential clients. Additionally, in a highly competitive market, companies must constantly find new ways to differentiate themselves and stay ahead of the competition. For TEXA Sales Coaching, the challenge was not just about generating more leads but also about staying relevant and proving the long-term advantages of their training courses to potential clients.

The impact of these challenges on TEXA Sales Coaching was significant. The company's revenue and growth prospects were at risk, and they needed to find a solution quickly. That's when they turned to Clicks and Sales for help in generating more leads and enrolling more sales employees in their training courses. Through their collaboration with Clicks and Sales, TEXA Sales Coaching was able to overcome their challenges and achieve their growth targets.

Meeting the Challenge by Connecting With the Community

To address the challenge of declining leads and conversions, TEXA Sales Coaching approached C&S for a solution. C&S suggested organizing local meetups as a way to generate leads and increase enrollment in their training courses. This is how we guided them

Employees from different organizations were contacted to understand their perspective towards sales and the benefits of training associated with sales.

  • TEXA Sales Coaching reached out to various organizations and their employees to learn about their views and experiences related to sales and sales training. This helped them understand the challenges that sales employees face and how their training needs can be fulfilled effectively. The company used this information to tailor their training courses and highlight the specific benefits that their programs could offer.

Few local meetups were organized and people with common interests related to business and sales were called to share their views and ideas.

  • TEXA Sales Coaching organized a few local meetups to bring together individuals with common interests in business and sales. These meetups provided a platform for the participants to share their views, experiences, and ideas related to sales and sales training. This helped TEXA Sales Coaching gain insights into the needs and expectations of their target audience and provided an opportunity for networking and building relationships.

The representative of TEXA Sales Coaching prepared a presentation on the various training courses they have and presented the same in front of the audience.

  • TEXA Sales Coaching prepared a presentation highlighting the various training courses they offer related to sales. The presentation focused on the specific benefits that their courses could offer, such as improving sales skills, vendor differentiation, demand creation, and personal motivation. This helped the participants understand the value that TEXA Sales Coaching could offer and how their training programs could help them achieve their goals.

Many people agreed to the fact that a certain level of training is required no matter how seasoned the employees are in their work.

  • Through the local meetups and the presentation, many participants agreed that sales training was essential to their success, even if they were already seasoned sales employees. This helped TEXA Sales Coaching in generating leads and enrollments for their training courses, as more people saw the value in investing in sales training to improve their skills and advance their careers.

A Game Changer for TEXA Sales Coaching

The Outcomes

455 Lead were generated for sales coaching, business coaching for SMEs across 8 Tier II cities in India

Texa Sales Coaching purpose and value of their intellect was clearly communicated to clients and many clients asked for detailed discussions

TEXA Sales Coaching enhanced their goodwill and arranged more local meetups to expand their reach.

The biggest challenge faced by TEXA was the reduction in the number of leads generated and converted after 2017. However, with the help of C&S, they were able to generate 455 leads for sales coaching and business coaching for SMEs across 8 Tier II cities in India. This outcome helped them overcome their challenge and generate interest among potential clients.

Another challenge faced by TEXA was the inability to put forth their message as to how their training courses were useful and could provide an advantage in the long run. However, after the local meetups, the purpose and value of their intellect were clearly communicated to clients, and many clients asked for detailed discussions. This outcome helped TEXA address their challenge and communicate their message effectively to their potential clients.

TEXA Sales Coaching was previously known as a brand that was owner or founder-centric, and their franchise did not know how to generate sales and revenue from the business. However, after organizing local meetups and communicating their purpose and value effectively, TEXA enhanced their goodwill and arranged more local meetups to expand their reach. This outcome helped TEXA overcome the challenge of being owner or founder-centric and expand their reach through their franchisees.

Overall, the outcomes achieved by TEXA Sales Coaching addressed the challenges they faced in generating leads, communicating their message, and expanding their reach. They were able to enhance their brand reputation and generate interest among potential clients through the local meetups and effective communication of their purpose and value.

If you're a training and development company struggling to generate leads and convert them into sales, don't hesitate to reach out to C&S for help. Our team of experts can provide you with effective solutions tailored to your specific needs and challenges. Contact us today to learn more about how we can help you achieve your business goals and take your company to the next level.

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