Real Sales Results | High Tech Revenue Goals

THE BACKGROUND

A leading provider of technology services to the legal industry came to SRi five years after its establishment. While they had a happy and dedicated customer base, and a strong partner network, new competitors both large and small were entering the market and there was no competitive strategy to position and win against them.

With a sales team of 20 unable to make quotas and a big goal on the horizon, our client needed to change fast in order to reach their goal of 75% revenue growth in one year. This meant diffusing a concentrated customer base and expediting the build of a scalable sales organization.

THE SOLUTION

The client opted for a Winning Sales Foundation™ solution package with the following goals:

Eliminate large client concentration dependency through new customer acquisition
Develop a scalable, predictable and repeatable sales “engine”;
Create value propositions and messaging for solutions to key prospect verticals
Create disciplined territory/funnel and forecast management system
Establish a hunting sales mentality
Integrate a sales process that fully aligned with Salesforce.com CRM

The benefit of working with a company like Sales Result is that they enable you to apply their best practices and access their thinking on the subjects of a few things. They help you to really examine the buying population of who you’re selling to. They get into who are the key contacts that are part of your sales process. They define how to differentiate what you do from what your competitors do, and how to package the things that you want your sales reps to be able to say. Using an objective, educated, and experienced third eye with expertise in selling a fairly complex enterprise solution, they help you put all of those things together.

- VP of Sales Operations

REAL RESULTS CASE STUDY:
MAKING THE NUMBER

How a high-tech client increased their revenue by 75% in 12 months.

THE SOLUTION

THE SALES RESULTS

CLIENT RESPONSE

REAL RESULTS CASE STUDY: MAKING THE NUMBER

How a high-tech client increased their revenue by 75% in 12 months.

THE SOLUTION

THE SALES RESULTS

CLIENT RESPONSE

REAL RESULTS CASE STUDY:
MAKING THE NUMBER