Capturing Missed Revenue Opportunities

Description

After years of acquisitions, this Fortune 500 global fintech company wanted to integrate its 141-point solutions into a platform play. This case study unpacks how to reverse missed revenue opportunities and empower sales to meet aggressive sales revenue targets.

The Goals

• Improve sales productivity

• Develop sales messaging

The Approach

• Align strategy to company growth goals

• Co-create sales messaging with enterprise, partner, SMB teams

The Results

• 35% increase in sales qualification

• 60% increase in sales pipeline velocity (meetings and opportunities)

• 72% increase in average deal size

This company needed a way to modernize its sales approach and bring customers the entire value of its product portfolio. Although it had very experienced sales teams, most were siloed and cross-selling was uncommon.

Working across the executive team, product marketing, corporate marketing, sales, and partnerships, we used a customer-first framework that educated sales and engaged them with facilitated workshops and development sessions. An executive advisory board was established to review progress and a training curriculum to empower supervisors and teams was launched. 

The new sales messaging was rolled out into the corporate website, sales pitch decks, product collateral, and email campaigns. A training certification program was rolled out at the annual sales kickoff event training over 1400 salespeople. Working with the analytics group, we established metrics to measure progress which we sent to sales leaders on a bi-weekly basis to track progress. 

Sales grew at a record pace and the company had the best financial results in its history.