From RFP Waste to Revenue Wins – An IT Sales Transformation Story

When one of India’s top IT services companies struggled with stalled deal closures despite a healthy pipeline, the Sales Head summarized the frustration in one line:

“We have enough RFPs, demos, and client conversations but deals drag for months, pricing gets squeezed, and competitors walk away with the win. We don’t need more activity, we need sharper execution.”

That’s where Dishah Consultants stepped in. With senior consultants experienced in IT solution selling, custom-built frameworks, and capability programs designed for complex B2B environments, we delivered measurable change across the sales cycle.

IT Sales Training - The Scale of Engagement

The client is one of India’s most respected IT services and solutions providers, working with Fortune 500 clients across banking, manufacturing, telecom, and healthcare.

➡️ 200+ enterprise sales professionals trained across pre-sales, account management, and solution consulting

➡️ 12+ customized batches spanning inside sales, solution architects, and large account managers

➡️ 7 major delivery hubs covered including Bangalore, Pune, Hyderabad, NCR, and Chennai

➡️ 5+ senior consultants & trainers deployed simultaneously for consistent delivery at scale

➡️ Multi-language delivery for regional/global client-facing teams

From the Sales Head’s perspective, here were the real IT sales challenges and how we solved them.

Pre-Sales Challenges	Dishah’s Solution	Result
Struggling to secure CXO access (stuck with mid-level IT managers)	Executive Connect Scripts & CXO Engagement Playbooks	2X increase in CXO-level meetings leading to faster decision cycles
Weak discovery calls (teams pitch features instead of diagnosing client pain)	Consultative Discovery Frameworks with industry-specific questioning	3X improvement in solution fit, proposals mapped tightly to business pain

Sales Challenges	Dishah’s Solution	Result
Pricing & competition pressure & commoditization vs global competitors	Value-Selling Framework linking IT solution to ROI, cost savings, and business risk mitigation	2X improvement in average deal margins without discounting
Weak cross-sell/upsell from existing accounts	Strategic Account Growth Playbook account mining maps + executive account reviews	3X growth in revenues from existing clients
High attrition in enterprise sales teams disrupting deals	Sales Continuity Framework shadow account management, deal knowledge repositories, client mapping	Zero client disruption despite churn, smoother handovers

Post-Sales Challenges	Dishah’s Solution	Result
Poor handover from sales to delivery → client dissatisfaction & escalations	Sales-to-Delivery Transition Framework with joint accountability checkpoints	Escalations cut in half, with client trust levels doubled during onboarding.
Losing renewal contracts to global competitors	Renewal Defense Playbooks proactive success stories, ROI reports, stakeholder engagement	3X stronger renewal pipeline, locking in long-term contracts with strategic clients.
Missed upsell opportunities during delivery	Service-to-Sales Alignment, equipping delivery leaders to spot opportunities	2X pipeline generated directly from delivery teams

Participant Feedback

👉 We proudly partner with some of India’s most respected IT and Technology leaders, driving digital transformation, securing enterprise growth, and shaping industries at a global scale.

Why India’s Top IT Services Companies Trust Dishah with Their Sales Transformation

With 950+ corporates served and 1 lakh+ professionals trained, Dishah Consultants has become the trusted partner for India’s leading developers. We don’t just train; we solve business challenges from lead monetization to premium sales, from margin protection to broker productivity.

While IT & Tech is a major focus, Dishah’s expertise spans industries where sales execution defines market leadership. We proudly serve:

📢 FMCG & FMCD leaders driving nationwide distribution excellence

📢 NBFCs & financial institutions building stronger advisor–client trust

📢 Real estate brands driving site visits and premium property sales

📢 Automobile brands optimizing dealer performance and retail conversions

📢 Pharma & Healthcare giants strengthening doctor engagement, chemist push, and therapy leadership

📢 Industrial & Manufacturing leaders empowering dealer networks, tender wins, and project sales growth

📢 Retail powerhouses transforming in-store conversions, customer experience, and footfall-to-sale ratios

📢 Insurance companies shifting from policy push to trust-driven client conversions

📢 Educational Institutions driving admissions growth through structured enquiry-to-enrollment frameworks

Wherever sales capability is the growth lever, Dishah has been the partner behind measurable transformation.

👉 Ready to scale your sales force and channel partner network? Let’s turn training into measurable business impact.

👉 Get Started Today