Trustmarque

About the client

Trustmarque is a leading UK technology partner with over 35 years of experience helping public and private sector organisations unlock IT value. Headquartered in York, Trustmarque fosters innovation through strategic partnerships and a strong L&D culture that empowers teams to grow, adapt, and deliver transformative digital solutions.

The challenge

Trustmarque recognised the need to strengthen its sales function to support ambitious growth. New sales managers brought diverse experience and approaches, creating the need for a common language.
Enhancing pipeline quality and improving alignment between sales and delivery were identified as ways to ensure both functions worked towards larger, strategically important deals.
As part of a wider cultural transformation, the business wanted to demonstrate real investment in its people by equipping the sales team with the tools, confidence, and collaborative mindset to succeed.

The solution

inspir’em was introduced through a trusted sales channel. The leadership team saw our practical, experience-led workshops as the right approach to drive the desired change, and selected us to support the transformation journey through a series of enablement workshops:
Leadership-focused Strategic Account Planning
Leadership-focused Pipeline Generation Planning
MEDDPICC Foundations sales training
Deal Clinics

The outcome

The Trustmarque teams embraced all aspects of the training and, as a result, have seen improved forecasting cadence and accuracy.
Since the inspir’em training, the number of larger deals in the pipeline has increased by 37.1%.
Trustmarque’s pipeline win rate increased by 5% compared with the period prior to the inspir’em engagement, reflecting stronger performance and conversion.
Adopting a consistent deal review process with regular deal clinics has surfaced deal risks earlier in the cycle. This has enabled mitigation strategies to get things back on track.