Executive Summary
A manufacturing startup in the automated offsite construction industry with a staff of 30 employees, had extensive industry experience on their team, but no sales expertise. Through a referral, they brought in an Outsourced VP of Sales to establish their sales infrastructure, hire sales staff, and position them for exponential growth.
The Big Win
Guided company through identification and negotiations with a significant client that ended with a multi-year contract worth $7-10M per year.
Challenges
- No ideal client profile
- Lack of salespeople, process, and experience
Solutions
- Defined the ideal client profile
- Established criteria for identifying businesses with the ideal client profile
- Implemented a Customer Relationship Management system
- Identified and trained two internal candidates for sales
- Provided a cohesive sales plan and methodology
Testimonial
Our Consultant was a fantastic mentor and person to work with. Coming from a non-sales background, I had very little experience in the field, nor the connections necessary to effectively interact with clients or navigate sales pipelines. They helped immensely in bridging those gaps with their wealth of knowledge, personal experience, and vast network of other great people to connect with.
— Wesley Mittra, Business Development Associate
Results
- Established a sales team to execute the sales function
- Negotiated a major multi-year deal worth $7-10M per year
- Increased the number of meetings with ideal clients
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