Results

• Issued $7 million in quotes – 60% have high probability of close within 90 days
• Consistent language helped Sales team understand and apply processes
• 12 months of sales projections in the pipeline, with backups in case a sale was lost

Company Profile & Position

• Private equity-backed
• Interim Vice President of Sales

Situation

• Vacant GM/Sales position left no sales leadership in company
• No sales in 5 months with only 2 months of backlog and sales lead time of 12 months
• Lack of sales leader and processes
• Outdated and incomplete marketing collateral and website
• Lack of understanding about customers and competitors

Implementation

• Performed detailed analysis of target customers for quick sales, competitors’ products, and how to sell against them
• Created a 6-step sales process and trained sales team
• Created pricing matrix for discount analysis and pricing decisions
• Replaced, established and/or set goals for field sales reps domestically and internationally
• Directed redesign of marketing collateral, website and ROI calculators
• Issued quotes/proposals to prospects
• Assisted in identifying a full-time VP of Sales

Cerius Insights

“Our Interim VP of Sales clearly defined the sales process we should use to win business. We now fully understand how to transition a brand new lead into a paying customer.”