​Multimedia Company – Sales Training Transformation
A multimedia firm specialized in high-tech, feature-rich corporate training programs. Fueled by investor funds, they were hiring aggressively and winning contracts—but losing money. Their “bells and whistles” technology dazzled, but the programs weren’t driving sales performance, draining profitability and client trust.
I introduced a new approach. Instead of leading with tech, I interviewed clients and uncovered their real business needs. I designed a supplemental service offering: solution-based sales training programs built on instructional design principles, with contracts that specified behavioral objectives and clear limits of liability. Clients immediately recognized the value.
This supplemental program quickly became the company’s foundation, transforming its identity from a “tech provider” into a performance-driven business solutions firm. I:

• Guided leadership in reshaping the business model around measurable client results.
• Trained the sales team in solution selling—identifying needs, filtering poor-fit prospects, and writing client-focused proposals.
• Taught production to follow repeatable project processes, completing work on time and on budget.
• Consulted with the legal team on writing effective, client-centered contracts.
• Built a case study framework to capture wins and reinforce credibility.

Result: Within 12 months, the once-struggling firm became profitable, established a loyal client base, and was acquired for $2.5 million. The new investors scaled the instructional design–driven model, sustaining growth and client satisfaction.