A company was over-committing and under-delivering on its revenue forecasts. Investment decisions related to hiring, expansion and R&D, were about to be made against inflated numbers.
Our work identified the issue and triggered a review of the entire pipeline. 80% of the opportunities marked as closing in that quarter were not properly qualified.
Left unchecked, this error would have required a workforce reduction of 20% to compensate for excessive spend. Building on the sales playbook, we implemented a sales qualification framework leveraging MEDDIC and BANT, and aligned Salesforce CRM sales stages with the go-to-market (GTM) model. The business and board could then plan against consistent, qualitative and quantitative forecasts.
We help our clients break down the silos and boundaries between teams, and create processes that provide end-to-end visibility and control.
We scale and grow your demand and awareness, and optimise the revenue conversion by focusing on sales and marketing to drive buyer engagement.
We help businesses build and execute a GTM strategy that defines how to attract, engage and sell to customers. Critical to scale and growth.