Award-Winning Sales Rep and Sales Manager Training
Case Study
How a Telecom Company Grew Revenue Per Client 15%
Industry: Telecommunications Company Size: Enterprise
A leading U.S. fiber internet provider delivering high-speed broadband connectivity to residential and business customers.
"It isn’t easy to win hearts and minds during a rapid change like this, and Factor 8 did it."
A change like this required our team to be true salespeople – sellers who could build value in the face of change. Increasing our overall revenue per sale is a testament to their learned skill in engaging the customer and building value. To also grow net new customers at the same time is really remarkable, and a testament to the confidence Factor 8 helped us build and maintain after the training.
Matt S., SVP
The Challenge
A well-respected regional telecom company underwent a significant shift in their GTM (Go-to-Market) strategy.
The team struggled to convey the value of their products to their customer base after unbundling traditional small business packages.
After product training, sales reps were still stuck in “pitch mode,” unable to build customer value around the new offerings.
Reps lacked confidence in leading structured discovery conversations with potential customers.
The Solution
Factor 8 delivered a 4-course sales rep boot camp paired with a manager coaching program for both internal and outsourced telecom teams.
Skills training focused on building outbound sales confidence and customer value, deepening discovery conversations, and enhancing closing techniques.
Over three months, managers engaged in call coaching calibrations to reinforce the new skills and drive accountability.
The Results
15%
Increase in average revenue per client
8%
Increase in net new clients added
Customer Value
Reps built stronger value-based sales conversations
