Situation
MURAL had a rapidly growing sales team, with one large Fortune 500 customer, and was looking for ways to predictably grow into additional enterprise accounts from historically product-led growth. Then COVID hit; with so many companies now working remotely, they suddenly couldn’t fill orders fast enough.
Pain
The Revenue team had no consistent sales process, difficulty getting their programs to be adopted by enterprise sales team, and lacked a cohesive operating model to serve the enterprise.
Impact
After implementing new processes and training, MURAL was able to achieve a shorter sales cycle, increase their enterprise penetration, and increase their close rates.
The program included defining and implementing a clear sales process, enablement to increase adoption, skills training, cue cards with strong messaging for each persona, and a Salesforce implementation to ensure consistent process adherence across all GTM functions.
