Vanguard Peak was a solid company with a great product line, but its sales team often struggled to close deals. Over the years, they tried every type of sales training you could imagine. They attended high-energy workshops that left everyone motivated but overwhelmed with too many strategies to apply. They experimented with online training programs, where team members watched endless videos but felt like they were learning in isolation. They even brought in a big-name sales trainer for an in-person series that promised the world but delivered only temporary results. And don’t even get them started on the stack of self-help sales books collecting dust in the break room.
After each attempt, they’d see a slight bump in sales performance—a deal here, a connection there. But the gains never stuck. The team would quickly fall back into their old patterns, frustrated and skeptical about any new training initiative. The leadership team at Vanguard Peak started to think, “Maybe this is just as good as it gets.”
Then, one day, their VP of Sales, Monica, was referred to Topaz Sales Consulting. She was intrigued by the promise of a tailored approach—a combination of video training and weekly coaching. “This feels different,” she thought. Desperate for a solution that would stick, she decided to give it a shot.
The first few weeks of the program followed a familiar path: the sales team watched concise, focused training videos. But what came next is what made all the difference. Each week, the team joined a coaching session. This wasn’t just a review of the training content or a lecture on what they should do. It was a conversation—a space where the team could talk about what they were facing right now.
During one session, a newer team member named Jason shared his struggle with a prospect who kept stalling. “They’re interested, but every time I follow up, they say they need more time. I don’t know how to move things forward without being pushy.”
The coach didn’t respond with a script or a step-by-step guide. Instead, they asked questions. “Why do you think the prospect is hesitating? What’s the underlying concern they haven’t voiced yet?” The team weighed in, sharing ideas and drawing from their own experiences. Together, they crafted a plan Jason felt confident about.
The following week, Jason returned with an update: “It worked! I finally got them to open up, and we’re moving toward a deal.” The call erupted in cheers. More importantly, Jason learned a new way to approach similar situations moving forward—not from a script but from an honest conversation about what works.
Week after week, these coaching sessions became the backbone of Vanguard Peak’s transformation. The team tackled real-world challenges, connected the dots between the training and their daily sales conversations, and built confidence in navigating complex situations. And because these sessions were grounded in their actual experiences, the lessons stuck. They weren’t just memorizing strategies; they were internalizing them.
Six months later, Vanguard Peak Solutions was a different company. The sales team wasn’t just closing more deals; they were more engaged, collaborative, and confident. Monica smiled as she reviewed the numbers: a 30% increase in revenue and a team that finally felt empowered.
When people asked her what made the difference, her answer was simple: “The answers didn’t come from a one-size-fits-all training. They came from our conversations—the ones where we met our team where they were and helped them figure out what worked for them.”
And that’s the magic of Topaz.
