Brandon, a senior director of sales, had thought his team was doing well overall closing between 20-25%.

But then he dug into the details.

If the deals were $10K or less, his team as a whole was consistently closing at 20-25%.

Not bad as a sales org average.

But for mid-market to Enterprise deals that were at minimum $150K?

5-8% win-rate at best.

Now, he could have just beat the "pipeline" drum to get more "meetings" to offset the win-rate...

But he knew it was a leaky bucket and it was already costing his team millions of dollars each quarter in lost deals.

Plus, the company had two major focuses for the future:

1) Shift the team from primarily inbound only to have a strong outbound motion.

2) Go up-market and consistently close Enterprise deals.

He realized this was a huge opportunity as he saw that his team lacked the skills to properly multi-thread and manage the complex deals to a close.

And it was directly impacting them as they were losing these $150K deals consistently.

This director then reached out to me to see how we could help.

Now instead of an SKO "motivational speech" or 1-2 workshops, we built out a robust 12-month program focused on developing skills and habits.

It was a mix of team workshops, with reinforcement support with coaching calls, call reviews, and online course access.

What happened next was interesting...

Within 90 days, they closed a $150K deal.

Within 6 months the team's win-rate rose to 20-25% consistently on Enterprise deals and their average deal size increased to $250K+.

That's over a 4X improvement to win-rate.

Leading to over a 4X improvement to deals closed.

Leading to over a 4X improvement in new logo revenue generated.

Exponential gains as it would have required the team to close at minimum 25 SMB deals to match one enterprise deal.

But best of all?

The team is more confident and happy.

While he has more time back as a leader.

There are a few key lessons here:

1) When you shift from inbound to outbound, it requires drastically different skills.

You have two options: either start over and hire reps who already have those proven skills...

Or upskill your current team.

2) Win-Rate > Pipeline.

Increasing skills leads to an exponential impact to the top and bottom line. (Cash in the bank)

If you focus on increasing pipeline, it does not directly correlate to the numbers that really matter. (Pipeline Report vs. Cash in the bank)

Check out my full interview with him here and if you're interested in getting similar result, make sure to book a time with my team.
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