GUARDENT

Overview:

Headquartered in Waltham, Mass., Guardent provides expert managed security and consulting services to its enterprise and government clients. Over the preceding 12 months, Guardent's managed security business has grown by 300% and its consulting business has more than doubled. Today, Guardent boasts nearly 10% of the Fortune 500 as satisfied clients with 15 of the top 50 global financial services institutions utilizing its services.

The Challenge: Take Action!:

Overall, Guardent was looking to greatly increase its sales momentum by generating more quality leads and learning how to powerfully impact the sales cycle every step of the way. The first step in this process involved analysis of the sales pipeline to determine how the company could maximize its inbound leads while learning how to identify new lead sources. By taking advantage of Basho Technologies' modular approach, Guardent first focused on Basho Two: "Action is Power" which enabled the inside reps to harness the resources that they already had and taught them the powerful skills necessary to yield massive results.

But learning to take control of their territories was only the beginning. The inside reps also wanted to attract and sustain this early interest by learning to effectively communicate with prospects right from the start. With Basho Three: "The Winning Call," the reps would learn to create compelling "personal connections" that quickly converted cold calls into potential buyers.