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REAL RESULTS CASE STUDY:
EASING GROWING PAIN IN SaaS

How a young security software company improved their Inside Sales approach and reached their acquisition goals with ongoing sales training and strategic account and territory planning. 

THE BACKGROUND


Since our foundation in 2003, we’ve had many clients in the Software-as-a-Service (SaaS) space. An early SRi client was one of the first cloud providers of email/web security and filtering to companies looking to protect their employees from malicious threats and malware. 
 
At 6 years old, the young company had experienced extreme growth, with multiple data centers, hundreds of clients, and thousands of end users across the U.S. But dirty data, lack of strategic account management, and absence of a standard process for Accounts Executives was causing serious growing pains and standing in their way of their ultimate goal: acquisition.
 
The company knew they needed to clean up their act, and hired Sales Result to provide Inside Sales-specific consulting services

THE SOLUTION

The six-month engagement was specifically on making the Inside Sales Team more effective. After analyzing the team and identifying the gaps, an action plan was developed with the primary focus on: 
  • Better management of top accounts with a key account opportunity plan
  • Targeting the right customers with strategic territory planning 
  • Structured daily/weekly planning to keep the sales team accountable and on track 
  • Vertical-specific sales training guide to help the sales team identify the best approach and message to use with a prospect
  • Ongoing sales training focused on client's industry and best practice techniques 
  • 90-day ramp-up plan for new Account Executives  
  • Improved utilization of SalesForce.com CRM through SFDC training and database cleansing

THE SALES RESULTS

increase-sales
Sales' performance drastically improved in 4 months.
Winning-1
Client became number one in their space in 1.5 years.
aquired

Acquired by  a multinational technology company.

winning-2
Sold for 162% more than originally planned.
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What I appreciate most about working with Sales Result is the simplicity in their approach and execution. They don't turn sales training into rocket science - you know what you're going to get, and it's always easy to use and deploy, and most importantly it's effective. That's why I've engaged them on multiple Inside Sales projects over the years. 

- VP of Sales