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REAL RESULTS CASE STUDY:
REBUILDING A BROKEN FOUNDATION

A software company serving the Oil & Gas sector hired SRi to increase business through fresh lead generation strategies and tailored sales training.

THE BACKGROUND


A leading provider of software to the energy sector came to SRi because they were struggling to scale, and were experiencing a higher-than-usual loss rate. With a goal to grow from 150 customers to 600, they needed to drastically increase both their lead conversion and close rates.
 
To support this growth plan, the client's sales organization needed a revamp. The primary focus of the SRi engagement was on building a scalable foundation by eliminating inefficiencies, formalizing a sales process, messaging and tools, and optimizing their Salesforce.com CRM system for better lead tracking and forecasting. 

THE SOLUTION

During discovery, we learned that our client had little sales strategy or sales management in place, and there was a lack of enablement tools like playbooks, processes, and training. The following became top-priority initiatives, and were rolled out in phases. 
  • Create sales processes for lead generation, new accounts, and installed base
  • Implement a campaign-based lead generation strategy 
  • Improve social selling skills for the sales team 
  • Clean up CRM and integrate it with new sales processes
  • Create profiles for new hires and compensation structure for Outside, Installed Base, and Lead Generation teams
  • Coach executive team on sales leadership best practices 
  • Provide a formal sales training program, using product-specific playbooks and Paint-the-Picture scenarios
  • Set up a sales operations function with the client's organization

THE SALES RESULTS

faster-ramp-up-times
10 product-specific playbooks that sped up on-boarding and improved training.
sales-marketing-alignment
Sales and Marketing groups became better aligned to reach lead generation goals.
customer-retention
Increased customer retention using a
key account management process and plan. 
website-1
New sales messaging used to guide rebrand of new logo and website. 
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I think that's a really important distinction, is that while I know Sales Result can certainly provide training, I think what really makes them unique is that they do provide tailored assistance. It can be anything from growing business development. It could be growing sales. It could be sales process. It could be executive coaching. It could be all these different things.

- Vice President