Bringing number crunchers into the sales process

Canada Life   |   Case Study


  • Established in 1847, Canada Life is the oldest Canadian Life assurance company and operates internationally providing a wide range of insurance and wealth management products and services
  • In an increasingly competitive marketplace, it was felt that deploying some of its top technicians in formal presentations to both current and prospective senior-level clients would further enhance and differentiate its offering
  • However, whilst expert statisticians and analysts, these individuals were more used to research and number-crunching rather than being engaged as part of the sales process. We were recommended to the senior team and they came to us for help


  • A day's intensive group workshop, focusing on delivering often complex financial information in an easy to understand and persuasive way


  • The team were delighted with the results and feedback on subsequent early presentations was extremely positive
  • The Head of Tax and Estate Planning said in a testimonial that they "all left buzzing and feeling more confident" and saw "visible improvements"
  • After putting the coaching into practice, another participant said in a testimonial that she was surprised to be described as "the best on the panel" with a "fresh approach" in a competitive presentation to a large group of potential customers


 - Testimonial

"We all left buzzing and feeling more confident"

You understood what we were looking for and helped us to find the confidence to deliver presentations with impact. We all left buzzing and feeling more confident in our ability to 'stand and deliver'. With our videos to take us back to how good we felt on the day as we saw visible improvements and our comment cards to reinforce key messages the result has been very positive. Thank you.

David Morley Head of Tax & Estate Planning, Canada Life
 - Testimonial

"Some said I was the best on the panel"

The nerves came on from nowhere about 4am and I nearly ducked but in the end I did it and using what I learnt from you both I scanned the audience, smiled and felt really comfortable. The response from the audience was 3/10 questions directed specifically to me which says they wanted to talk to me. Also afterwards I had lots of people saying thank you and how well I had done and that I gave a fresh approach with some commenting that I was the best on the panel which was a great compliment. Thanks so much.

Karen Boanas Business Consultant, Canada Life