CloudPlexo needed to enhance its sales team’s capabilities to secure complex and public sector deals amid rapid growth and expansion. After participating in B4B Consulting’s 90-Day Sales Acceleration Program, the team adopted CRM tools, developed a Go-To-Market strategy for the public sector, and significantly improved their confidence and effectiveness in closing complex deals.About CloudPlexo
CloudPlexo is a leading cloud service provider that enables businesses to manage efficient, cost-effective, and reliable cloud environments. The company supports clients through innovative cloud migration solutions, strategic guidance, and tailored strategies that drive business objectives.
Problem
Experiencing rapid growth, CloudPlexo recognized the need to upskill its sales team to meet ambitious targets and expand into both private and public sector markets. While the team had demonstrated success in the private sector, they required advanced training to secure and close complex deals, particularly in the public sector.Industry data shows that companies prioritizing training are 57% more effective than their competitors. Recognising sales training as a strategic investment rather than an expense, CloudPlexo partnered with B4B Consulting to equip their team with the expertise needed for advanced sales activities.
Solution
B4B Consulting began the engagement with an in-depth needs assessment, including discussions with CloudPlexo’s leadership and surveys sent to the sales team. This dual approach ensured alignment between leadership expectations and team needs. Based on the findings, CloudPlexo enrolled 11 members of its sales team—8 from Lagos and 3 from Abuja—in the B4B 90-Day Sales Acceleration Program. The program featured 20 hours of customized training sessions, deal rooms, weekly practical tasks, team presentations, and one-on-one coaching.
Training Sessions:
- In-Person Session 1 (Lagos & Abuja): Basics of Selling Complex Deals (4 hours each)
- In-Person Session 2 (Lagos): Mastering Account Management (4 hours)
- In-Person Session 2 (Abuja): Public Sector Strategy (4 hours)
- Virtual Session 3 (Lagos & Abuja): Mastering Consultative and Solutions Selling (4 hours)
Weekly Tasks
Participants received a “fun book” with weekly tasks to apply key concepts from the training sessions. These tasks included (but not limited to):
- Cleaning and organizing their sales pipelines
- Mapping stakeholders
- Refining product value propositions
- Developing a Go-To-Market strategy for public sector clients
- Practicing upselling, cross-selling, and account management
- Accurate forecasting using CRM tools
Results
- CRM Adoption: The sales team transitioned from minimal tracking to actively using a CRM tool for effective sales management.
- Public Sector and Territory Planning: The Abuja team developed a strategic Go-To-Market plan for engaging public sector clients.
- Consultative Selling: The training enabled CloudPlexo’s sales team to move beyond selling individual products and services. They learned to tailor comprehensive solutions to meet diverse client needs, positioning themselves as trusted consultants who add value beyond the sale.
- Sales Confidence and Skills: Team members reported increased confidence in managing accounts and closing complex deals, supported by improved sales KPIs.
- Quick Wins and Prioritization: Team feedback highlighted the application of prioritization techniques that led to quicker wins and streamlined sales efforts. Feedback from Yusuf Sosan of the Cloudplexo Lagos team: “Applying the quick wins and prioritisation techniques has enabled me to prioritise my leads more effectively and leverage existing relationships with prospects. As a result, I have successfully closed 50% of the leads in my pipeline.”
- Lifetime Access to Resources: In addition to the provided workbooks, the CloudPlexo sales team now benefits from lifetime access to B4B Consulting’s training resources, including detailed selling frameworks and techniques, opportunity management templates, a compilation of 50 upsell and cross-sell strategies, customer engagement templates, account planning guides, and a public sector Go-To-Market strategy worksheet, among others.
Client’s Feedback
According to David Ekefre, Director of Business at CloudPlexo:
“The B4B team has done, and continues to do, an exceptional job in making our sales team three times more structured by teaching the science behind selling. They’ve helped us transform years of experience into a cohesive, well-oiled sales operation. If you want your team to move beyond selling based on “vibes” and truly understand the science of selling, I highly recommend the B4B team. Additionally, their ability to streamline the administrative aspects of the training is a significant bonus and highly appreciated.”
Conclusion
The tailored 90-Day Sales Acceleration Program equipped CloudPlexo’s sales team with the skills and tools they needed to thrive in an evolving market. By practicing consultative selling, strategic account management, and consistent CRM adoption, B4B Consulting ensured CloudPlexo’s sales team is not only addressing immediate challenges but also equipped for sustained growth. This successful partnership highlights the role of targeted and structured training programs for ambitious sales teams seeking to improve their performance.
Written by: Stacy Ketiku (Programs Manager, Built4Balance)
