Translating an audience into sales calls
This firm's marketing was working. People downloaded its guides, came to its webinars and engaged on LinkedIn, but very little of that became a sales conversation, because the data hadn't been connected and the insights gathered. We fixed that first. Then we rebuilt how the team runs sales calls and helped launch a new product. Over the year they won 58% more deals, and for the first time they had work sold months ahead.
Professional services + SaaS // Client story
+58%
deals won in a year
30 wins in our year together, against 19 the year before.
2x
faster on smaller deals
Smaller advisory projects went from about 44 days to close to about 22.
6 weeks
to first new-product deals
From the start of launch work to the first companies saying yes. A two-year deal followed.
Where the work started.
The founders built a good name and a big audience by doing excellent work and teaching what they knew. They couldn't yet see who in that audience was ready to talk, and the team had no shared way to run a structured sales call. Each person sold a little differently, and the founders still closed most big deals themselves.
//engagement_data
Finding the people already paying attention
The firm's warmest leads were already in its own data, spread across five places: email lists, product sign-ups, webinar registrations, the website and the partners' LinkedIn. We pulled more than 15,000 people into one view and tracked what each of them did, including downloads, webinar attendance and LinkedIn engagement. Every week the team gets a short list of the people engaging most, and someone on their side approves each name before follow-up goes out. Of the warm contacts the team reached out to, 44% replied.
//sales_playbooks
Sales calls with feedback built in
The goal was a sales process the whole team could run. We rewrote their discovery and sales call playbooks and clearly defined the qualification threshold. Then we built an automation that checks each call transcript against the playbook and sends feedback into the tools the team already uses, while the call is still fresh. The wider team now helps write proposals and leads more of the sales calls, and new deals took 27% less time to win. Buyers now consistently pick the top pricing package.
//product_launch
Launching a second product
They wanted to expand their B2C product to B2B buyers. We helped position the new offer apart from what they already sold, built the outreach and connected it to the new lead system. We also went through their existing clients, because a company that already trusted them for advisory work was the easiest place to start. The first deals came six weeks in.
What the team was left with.
The team sees everyone engaging with its content in one place, gets feedback on real calls in the tools it already uses, and runs the weekly outreach itself. Smaller projects now close in about half the time, and the firm signed a seven-figure, multi-year contract.