Case Study

This health & wellness SaaS startup launched with a new product in an established market, but COVID-19 introduced a major blocker as their customer base relied on in-person clientele. As a result, they needed a different approach to sales that would create urgency to buy with small business owners struggling to keep their own companies afloat.

These first-time founders had never sold before and found themselves in deals where they needed to rip-and-replace a multi-billion dollar incumbent in a highly-competitive space.

Deals were stalling after the initial call and while lots of energy was going into demos, converting prospects into customers post-demo was taking 2X the industry average and they were losing more deals than they were winning.

ClozeLoop rolled out Triangle Selling with the founding team, with a focus on discovery calls and demos. The team first learned frameworks in ClozeLoop University, and then had periodic coaching conversations with ClozeLoop to continuously improve.

As content gaps arose, the team used frameworks from Sales Playbooks: The Builder's Toolkit to build and improve their pain-based discovery questions, responses to objections, and competitive talking points.

As the founders adopted Triangle Selling and continuously improved via coaching, they saw revenue triple during the COVID-19 pandemic, despite the majority of their customers' shops being closed and having to reimagine their own business.

As the world opens back up, the founders are well-positioned to continue to execute with their new-found sales skills, and the foundation is set to build a sales team on top of them.