Transcription

Hi, I’m Lindsay with the Mindtickle product marketing team, and I’m going to be talking about how one of our top customers improved win rates with consolidation and share some of the great learnings that they shared with us.

This customer is a high-growth B2B tech company in the customer experience space. When we talk about this customer, we’re really talking about their full revenue team. Everyone from their CEO, CRO CMO, and leaders in customer success, onboarding, and enablement were involved in this challenge. They were tasked with improving win rates by at least 4% to hit their revenue goals, and they were able to do so on key deals, driving their win rates from 15 to 30% and actually doubling them.

They also improved conversions from stage to stage in key stages by 22%. Some of the use cases they pursued were driving that revenue team alignment and accountability into best practices, building a structure to scale data-driven enablement, and coaching as well as helping reps better-engaged buyers, and providing processes to better manage and accelerate deals.

They also really focused on driving adoption of their sales methodology. The first thing that they did, right, that I really learned from was just driving that cross-functional revenue alignment. They got everyone in a room, and they talked about what does the ideal onboarding look like, the ideal structure for ongoing training, which sales methodology did they really want to use. They established a few focus areas such as driving pipeline growth and improving deal velocity. They got everyone together, and they aligned on their expectations.

From there, it became clear they needed to focus on helping their team improve buyer and customer engagement. They consolidated many disparate technologies into one solution that would help reps bind, the top used most relevant content to their book of business would help reps and managers get really rich deal insights on deal risks and blockers as well as do call coaching.

They also provided reps with a new way to engage buyers and customers in Digital Sales Rooms and really provide that personalized experience and get analytics back on what actually engaged folks. As I mentioned, streamlining their sales tech stack was a big part of this. They were able to reduce down from four or five different tools to a single solution for all of the different use cases I’m mentioning here. They reduced cost by 10s of 1000s of dollars annually. They also simplified usage to drive the adoption of the tools that they implemented.

So that is how one company we work with reduced tech chaos to accelerate win rates. If you have questions, please reach out and hope you learned something interesting today. Thank you.