The Company:
1000 employees, $500M ARR
Mission: Help developers, startups, and small & medium-sized businesses (SMBs) rapidly build, deploy, and scale applications to accelerate innovation.
Their Scenario:
- To continue YoY revenue growth, sellers needed to boost Pipeline Coverage to increase visible opportunities
- Needed to increase response rates from outbound pipeline generation (PG), and advance insights and personalization through Product Led Growth (PLG)
- Training, onboarding content, and resources focused on products and features only
Challenges Overcome:
- Lack quality onboarding content, playbooks, and BDR training
- Training did not align to buyer pain or business initiatives
- LMS was not robust
- Low CLV (Customer Lifetime Value) score
Solutions Found:
- Implemented our unique PG Boost program to foster an ongoing culture of PG
- Provided training & toolkits for proper prep, discovery, and aligning to what buyers care about
- Delivered Product Led Growth (PLG) training
- Built custom Sales Plays leveraging product insights
- Implemented Buyer Engagement platform for custom PG and higher response rates
Results:
- Increased response rates through personalized PG
- Increased New Business Meetings that led to new paths of revenue
- Increased conversion rates from understanding buyer personas and pain
The Company:
4000 employees, 1B ARR
Mission: Provide a consolidated best-in-class security platform to reduce data breaches and connect users to applications with fast, secure connections.
Their Scenario:
- In order to continue a pace of hyper growth, they needed to increase ASP, reduce average time to close, and reduce seller ramp time.
- Training, onboarding content, and resources focused on products and features only
Challenges Overcome:
- Sales teams were ill equipped to sell the total value of the solution, causing very low deal size despite high product demand
- Lack of proper discovery & qualification led to lengthy sales cycles with prospects who were not buyers
- Lengthy 1+ year time to quota and very low sales productivity
Solutions Found:
- Established MEDDIC methodology and a value-based sales process with templates and target metrics,
- Developed a value framework around use cases, personas, buyer pain, implication, solutions, differentiation and customer proof points
- Delivered comprehensive leadership training covering principles of recruiting, retaining, and revenue
- Implemented new 90-day onboarding program
- Launched value assessment services to support the value-based sales process
Results:
- Increased average sales price (ASP) by 3x
- Reduced ramp time by 50%
- Improved sales productivity by 30%
- Significantly increased win rate and deal size
The Company:
Leading automation software provider
Mission: Harness the power of Artificial Intelligence to automate end to end business processes, providing accurate, actionable data where it’s needed most.
Their Scenario:
- In a post-pandemic climate of financial cutbacks, layoffs, and rebuilding, they needed to increase revenue with a skeleton sales team
Challenges Overcome:
- Overlooked sales process was unsuccessful and executed inconsistently
- High customer churn
- Low productivity across sales team
- Loss rate was +55%
- Low pipeline coverage
Solutions Found:
- Introduced a new value-based sales process
- Integrated MEDDICC into the sales process including templates and training
- Implemented our unique PG Boost program with PG Playbooks and competitions for Reps and BDRs
- Infused value-based sales process and PG best practice training into onboarding program
Results:
- Achieved quarterly revenue goals with ~60% fewer sales reps
- Increased pipeline coverage and visible opportunities through focused PG programs
- Significantly increased win rate by following MEDDICC and focusing on winning use cases