Differentiated Discovery techniques change the game of Sales and lead to big wins.
“I incorporate Sell by Design into everything I do today. …There is Sell by Design and Selfish by Design. Sales is often Selfish by Design. There is a better way.”
- Matt Woodhams, Enterprise Account Director
Situation
A leading SaaS firm was seeking to continue its aggressive growth trajectory through new customer acquisition while expanding existing customer relationships.
Challenges
Sales executives were convince sales people wererushingtoclose and were too often missing bigger deals.
Executives felt their suite of traditional sales enablement offerings wouldn’t help them fill this gap.
Solution
Somersault engaged with a number of sales teams across North America withSell by Designwith clear objectives to:
● Grow revenue.
● Revive stagnant accounts.
Results
Achieved a 100% increase in pipeline in 3 months while closing $1.5M inadditional revenue.
Reduce number of touches to get to a first meeting by 50%.
”Somersault broke the mold on sales training and the results have beenincredible. The content was spot on, and the learning pathwayoverthe3-month period was supportive and valuable. Our pipeline and revenuegrowth has surpassed anyexpectation as a direct result of your work.You have changed how we sell.” SVP, Enterprise Corporate Sales.
