CASE STUDY

PE-backed Software Company

43% YoY revenue growth the first month after training concluded
Common language to coach team
100% adoption of Triangle Selling frameworks

Overview

A PE-backed aviation services software company needed to significantly increase revenue, reduce the sales cycle, and quickly ramp new hires with no time for complexity or steep adoption curves that take multiple quarters to implement.

Challenge

PE-backed companies are bought to be sold so the pressure is on to grow top-line revenue at a fast and steady pace, while also operating at attractive profit margins.

This formerly family-owned software company had been successful for 30-years, but its growth trajectory was nowhere near where it needed to be in order to satisfy the new PE investors.

Management was frustrated by a lack of accuracy in pipeline reporting, variability in performance across the sales team, and an inability to ramp quickly.

Solution

Based on the findings of the Sales Effectiveness Assessment, ClozeLoop rolled out Triangle Selling with the sales team, C.O.A.C.H. with the managers, and a sales playbook.

Impact

The 14-day ClozeLoop Sales Effectiveness Assessment analyzed four key components of the business: Strategy, Systems, Skills, and Staff. Our process involved listening to sales call recordings, interviewing members of the team, evaluating CRM data, reviewing internal documents, and a comprehensive sales team skills assessment. We concluded that the sales team lacked skills in discovering pain with prospects and suffered from the absence of a sales playbook.

Within 90 days the ClozeLoop team trained the team of business development reps, account executives, and management on the Triangle Selling methodology, trained the management team on the COACH framework for performance impact, and rolled out a dynamic Sales Playbook in Google Sites.  The ongoing certification plan has ensured ROI and integration.
  • 43% YoY revenue growth the first month after training concluded
  • Common language to coach team
  • 100% adoption of Triangle Selling frameworks
  • Rate of revenue growth increased X%
  • Stat item 5
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What others are saying about us...

"Really enjoying these courses. Straight forward, to the point and actionable. I've spent close to 50k if not more on courses, books, webinars, coaches, etc and these have been the best courses I've taken. I'm digging back into the books as well as to make sure getting everything well rounded."

"I have read all of ClozeLoop's books and l've got to say not once did l feel like l was reading "just another sales book. l cant wait to read their next book and l highly recommend you check out any that peek your interest."

"Shout out to ClozeLoop for shaping my thinking here. The simple street-wise concepts in your books have helped me get this and other programs off the ground with our own sales team here."

"Thanks for the tips, l use the P.L.A.N. every call and ensure l actively listen throughout the entire convo and l can point to the funnel sequence as the key to uncovering the pain."

"For me its about having a set of frameworks to guide you, too often companies piece together BANT, MEDDIC, Sandler and some random sales trainer that walked in a few years ago, and they have nothing they can coach off of or hold reps accountable to."

"I've had a lot of sales trainings and that was one the best.."

"Personally this was one of the best sales training events I have attended. The ClozeLoop team kept moving at a solid place and were engaged in the role playing activities."

"100% ClozeLoop has changed the game for my individual career and now that company I'm with."

"Excellent inspiration for helping us define and develop our strategy. l have recommended ClozeLoop to all our sales planning team."

"It is not often I see consultants come in with the conviction that ClozeLoop has and want to make you better by teaching and counseling vs telling Sr leaders what we need."

"After demo training - we increased close rate from 25% to 31%."

"Your training goes much deeper than the surface level tips and trick that a lot of other trainers focus on."

"Thanks to ClozeLoop we had the best quarter in company history and best month in company history DURING COVID."

"I have been using your frameworks and find them to be the strongest methods of all the sales trainings I’ve received.."

Impact in 90 Days

You know where you need to go. You know where you've had sales success so far, and you understand the threats to your growth tomorrow.

Let's dramatically and sustainably improve your sales organization's performance right now.

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