Executive Summary
- A manufacturing startup with little to no sales expertise engaged Sales Xceleration to establish the right tools and processes for managing the top of their sales funnel. As a result, they were able to identify their ideal client profile and sign a multi-million dollar long-term partnership.
- This case study demonstrates how partnering with sales infrastructure consulting experts can help businesses identify ideal client profiles and secure major deals.
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
Ready to achieve your sales and revenue goals? Take our 10-question Sales Agility Assessment to see where you may have sales gaps.
