How Outsourcing Sales Enablement Drove a Whopping 40% Increase in Revenue for the World's leading CRM tool
HubSpot is a leading company that plays a significant role in enabling the growth of countless organizations worldwide. With their cutting-edge software and systems, they empower businesses, providing them with the tools and resources they need to thrive. Beyond their innovative solutions, they fosters a company culture that values connections, facilitates career development, and prioritizes the growth of their employees. Through their comprehensive approach, they contribute to the success and advancement of businesses across various industries.

298

Deals

12

Months

Reading duration : 10 min
Published : 28 Jun 2023

The Requirement

Our client possesses a prominent automation tool in the market—a SaaS-based platform catering to Sales, Marketing, Service, and Operations. Our task was to establish a Sales enablement team focused on generating sales-qualified leads. This endeavor called for representatives who possessed both technical knowledge and sales expertise. Their responsibilities included prospecting ideal prospects, effectively conveying the product’s features, advantages, and benefits, as well as confirming budget and timeline details with potential leads. By doing so, our aim was to create opportunities for demo sessions and finalizing deals with the client.

The Solution

We established a sales enablement process supported by a dedicated team to present and promote our product. The representatives underwent training directly from the client to acquire in-depth knowledge about the domain and the product. Additionally, we provided the reps with a database of inbound leads specific to the India territory. The calling process was tailored and varied for each call, as it necessitated a unique set of approaches.
To maintain a high level of quality, we implemented rigorous checks at every stage of the process to ensure smooth execution. We recorded each voice call to consistently assess performance levels and achieve excellent conversion rates.

Our Value addition

In our commitment to providing value-added services to our clients, we introduced customized reporting formats and templates, which received positive feedback. Furthermore, we established a monthly meeting to encourage brainstorming of innovative ideas and address any challenges that arose. This collaborative approach significantly contributed to streamlining our processes and achieving higher conversion rates.
To enhance our reach and engagement, we actively conducted LinkedIn outreach, aiming to generate greater traction and response from potential leads. In addition, we diligently prepared a weekly report that detailed the performance of our representatives and highlighted any challenges encountered, which we promptly shared with the client.

Success factors:

Given the client’s ambitious targets, we faced a highly competitive environment. However, our extensive sales experience coupled with our domain expertise proved instrumental in effectively executing the project. As a result, we achieved successful outcomes, ultimately leading to customer satisfaction.

“The total of 298 deal numbers were created in 12 months”

  • Our services had a direct and significant impact on the client’s business, resulting in an impressive 40% annual increase in sales revenue. Over the course of 12 months, we successfully generated a total of 298 deals. The client not only provided positive feedback about the services we rendered but also expressed complete satisfaction with the sales enablement setup we established. Our efforts yielded tangible results and solidified a strong partnership with the client.

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