Sidetrade’s Enterprise AEs close £1M+ deals with the help of BD Best Practices
SideTrade strengthens Enterprise deal execution and sales excellence with BD Best Practices
The Challenge
After several strong quarters, SideTrade’s Enterprise Sales team faced a tougher Q3. Deals in their pipeline are large, complex, often lasting 12–24 months meaning small shifts in deal execution have a significant impact on revenue.
VP Sales, Jon, recognised that while his team was experienced and capable, they needed to reignite the fundamentals that drive consistent performance at the top level.
“Previous quarters had been strong this year but we didn’t have a great Q3. I wanted to bring someone in to help reignite the team’s good habits.” Jon, VP Sales
SideTrade’s Enterprise team operates in high-stakes environments: selling multi-year, change management solutions. Competing in this space demands precision, preparation, and consistency across every stage of the sales cycle.
“Our deals are big 12–24 month projects, targeting £1–5B companies with £200K–£2M ARR deals. We need to be at the top of our game in order to deliver these deals and Scott has been a part of that for over a year now.” Jon, VP Sales
The Solution
Having followed Scott’s content and methodology for some time, Jon decided to integrate BD Best Practices into SideTrade’s enablement rhythm. The partnership began with online course adoption, giving the team a shared language and framework, before advancing to custom in-person training focused on Enterprise selling.
“I’ve followed Scott for some time and been really impressed with his message & outstanding performance. I encouraged my full team to consume the online course which they loved.” Jon, VP Sales
The in-person session focused on the nuanced challenges of Enterprise selling:
Multithreading across complex groups
Managing calls with large numbers & Exec Teams
Navigating competitive RFPs
“The in-person training was an excellent addition for us to drill down into specific topics in line with Enterprise.” Jon, VP Sales
While the team already performed at a high level, Scott’s training helped re-anchor best practices, sharpen their approach to strategic deals, and refocus the team on what “great” looks like in execution.
“My team are experienced and high performing, but sometimes they get away from the good habits. Scott helps us reaffirm what great looks like so we can stay at the top of our game.” Jon, VP Sales
The Impact
The session reignited focus, discipline, and alignment across the Enterprise team. Reps left with renewed confidence and clarity around how to manage long, multi-threaded sales cycles with structure and control.
“The team were highly engaged and found the session very helpful.” Jon, VP Sales
Jon expects the impact to be felt well beyond a single quarter, as the team applies the frameworks to improve execution, close efficiency gaps, and accelerate late-stage deals.
“Our sales cycles are long, but I’m confident the lessons imparted on the team will help us bounce back from a weaker Q3 to finish Q4 strong and set us up for a very successful 2026.” Jon, VP Sales
With BD Best Practices as a long-term partner, SideTrade continues to raise the standard for Enterprise sales execution and maintain its position as a market leader in strategic revenue transformation.
Summary
By combining structured online learning with tailored in-person training, SideTrade reignited elite sales performance across its Enterprise team. BD Best Practices provided a fresh lens on execution, helping experienced AEs reaffirm world-class habits and prepare for stronger, more consistent results in 2026.
Challenge: Experienced Enterprise AEs needed to re-establish top-tier habits after a slower quarter.
Solution: Bespoke Enterprise-focused training from BD Best Practices, built around real deal dynamics and competitive selling.
Impact: Stronger alignment, renewed motivation, and improved execution heading into Q4 and 2026.
