Beck Technology is a software and services company for the architecture, engineering, and construction industry; their suite of software simplifies and manages the estimating process at each phase of construction.
Their goal was to double revenue from $6M year over year, but their sales team needed more sophisticated skills to drive large enterprise deals ($250K+). Their close rate was 8%, sales cycles ranged from 4 to 231 days, and there were large anomalies in pricing. Sales training with other providers hadn’t yielded any results.
After designing a modern sales process and applying coaching across the team and leadership to institute a data-driven approach, the VP of Sales and his team was able to close in one quarter $1.8M on a goal of $993K (181% of goal), achieve the biggest revenue quarter in company history, reduce sales cycle from 231 down to 171 days, and identify pipeline for a chance to hit 300% of their goal in subsequent quarters.