“While there had been previous training (canned solutions), there was not a unique and clarified ITT/ICS sales process. Explaining our process to a new employee was difficult because it was not captured in any one place. Working opportunities internally from early identification, qualification, proactive engagement to accurate forecast was inconsistent …

“What I really liked about DSG training is they brought the science of sales to the organization. This was necessary to get buy-in from a technical sales organization, and really, from the rest of the organization. This was very powerful.”