Situation

Citadel is a messaging app for CAC 40 companies (the 40 largest equities listed on the Euronext Paris). It is a startup company of ~100 employees within the larger Thales Group.

 

Pain

The company was going through an intense period of planning and restructuring of their GTM engine.

Laurent Duquesne, Citadel CEO, knew that they needed a scientific sales process to accelerate their growth.

Impact

By undergoing a GTM Diagnostic, Laurent was able to identify the key growth levers that would help them to be successful. From there, they created a custom Sales Playbook to establish and clarify the roles, process and account-based cadences for efficient outreach to target accounts. Training & High Impact Coaching helped cement SPICED as the consistent methodology across Marketing, Sales, and Customer Success.

Situation

Logi had a hungry sales team with many reps who were early in their careers. Leading up to the release of the new version of their product, they wanted to optimize the field and get ready for a big growth push, while also focusing on expansion within their existing customer base.

 

Pain

A GTM Diagnostic uncovered some process gaps and skill deficiencies with the team. They began to redesign their sales process and launch the concept of ‘growth pods’ focused on expansion revenue. New process playbooks were designed to give turn-by-turn directions to all of their customer-facing roles (MDR, SDR, ADR, AE, SAM, and CSM).

 

Impact

With a newly defined sales process and growth pods in place to focus on existing accounts, the sales and CS teams were now able to all work according to the same operating system and language. Training and High Impact Coaching armed the team with clear guidance and elevated skills and techniques to be well positioned for their new product release.

Logi Analytics was ultimately acquired after more than doubling their close rate from 11% to 25% in 4 quarters.

Situation

BombBomb creates video messaging software for sales teams, helping their clients build relationships with their customers and prospects via email, text, and social media.

 

Pain

With roots in the real estate industry, BombBomb was moving into the SaaS space and experiencing a few challenges with the transition, such as limited skills across the team in outbound prospecting and enterprise deals, higher complexity involved in selling a high velocity SMB product across new segments, high churn of client logos, and no clear process to drive account upsell and expansion.

 

Impact

After standardizing the language and GTM process across Marketing, Sales, and Customer Success, they were able to decrease their sales cycle and implement a consistent operating system across all business units.
They also defined an onboarding playbook for their team, integrated into Salesforce, which drove triple the usage rates from some of their most valuable customers.