Increasing growth by opening new channels
This company's new business came to it, through inbound interest and events, and that had carried it a long way. To grow faster, the team needed to go and find accounts and agree one way to run a sales call. We rebuilt discovery and the presentation with the reps, moved forecasting into the CRM and set up outbound around their marketing. The first campaigns opened over $750K of pipeline in two weeks.
B2B software company // Client story
$750K+
pipeline in two weeks
Deal value opened by the first outbound campaigns, across three types of account.
Week 1
first demos booked
Outbound booked demos in its first week, one with a buyer who'd ignored an email a year earlier.
1 in 9
customer locations live
Most of the next growth was inside accounts they'd already won, and there's now a written process to go after it.
Where the work started.
The company grew on good reps and a product buyers liked as soon as they saw it. Each rep ran calls their own way, and the forecast lived in a spreadsheet outside the CRM. The product was live in about 1 in 9 of its existing customers' locations, so much of the next growth was inside accounts they'd already won.
What the team was left with.
The team has a call guide it helped write, a score on every recorded call and a weekly meeting where it reviews its own game tape. The forecast comes from the CRM, and outbound and expansion each have a written process. The team now goes after new accounts, and after the locations its existing customers haven't rolled out yet.
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