RSA’s return on investment was immediate. “Forty-five days after we did our first big Command of the Message® engagement, we actually took the tools, the language, and the inspection processes we learned and applied them to a deal that was over $3.5 million dollars. We changed our sales approach. We changed the way we were positioning the solution. We actually closed the deal,” said Thurmond.
After working with the Command of the Message® methodology, multiple product deals doubled, and the average deal size increased. Deals ranging from $250,000 to $500,000 were up 30% in the first quarter after implementation. RSA closed more million-dollar-plus deals in that quarter than they ever had. A key part to that success was having the right people in place. “The talent we have brought in, based on the Command of the Talent® criteria, has really allowed us to take this business to the next level,” said Thurmond.
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