Customer Stories
IT Staffing Firm
A global IT Staffing Firm had a contract with a Fortune 50 company but after 12 months, still had zero placements with this organization.
We evaluated and assessed the situation that uncovered 2 main items hindering the business. The first was the bill rates were 30+% greater than their competitors, so there was a multi day delay from receiving the open reqs. Additionally, they had no relationship with the hiring managers and therefore weren't able to fully understand the needs of the roles.
After executing on our new strategy the firm had an 800K uptick up business in 10 months with this client.
Sales Software Organization
This organization was struggling to have their sales reps hit their quota and felt things weren't being executed properly.
Upon inspection of the sales pipeline as well as speaking with their customers and prospects. We uncovered their services package was an obstacle that was turning prospects away. Additionally, their contract structure included terms of cancelation for convenience that created a churn risk of hundreds of thousands of dollars for Q4 that leadership had no visibility on.
The discovery saved 400K in churn accounts and added another 2.4 million back to the pipeline as they reconfigured their service package.
SaaS Startup
This organization was trying to get a better handle on understanding why customers buy and how they could get more prospects to move forward as well.
Upon interviewing customers and prospects, it became clear that certain customers had more experienced buyers compared to the prospects. When their sales team interacted with the inexperienced teams they didn't provide enough support or connect with other buyers on the committee.
We reworked their sales motions to understand the maturity and experience levels during the discovery phase, leaned on marketing to create additional white papers, customers stories, and supporting material to assist the sellers.
Based on these recommendations win rates improved by 10% and continuing to rise.
Additional Findings
- Sales Manager missed multiple meetings with prospect, deal was lost. Executives had no insight this was the cause, told no budget.
- Sales Manager wasn't prepared to negotiate with procurement and took a multi-year deal down to a single year with lower ASP.
- Experience level of project manager was the difference between a win/loss. Sales reps were treating them all the same. The ones with less experience needed more support and guidance to get buy in for a purchase.
- Sales team only had relationship with procurement and spent a lot of effort and time to only lose the deal. Never met with project owner.
- Sales VP on his way out of the company approved terms that weren't favorable to the organization he was leaving.
The list keeps growing......It is where the Wild Things hide!