VALUE DELIVERED
| 120% increased deal sizes | |
| 1.5X more pipeline | |
| 3X more opportunities | |
| Multiple CMOs engaged | |
| 21X ROI |
“If you want to scale your pipeline, compete against the big dogs, and quickly change your culture by selling insights and business value to decision-makers, then call Revenue Accelerators. The ROI is in the 1,000's!”
Jeff Ernst
C0-Founder & CEO, Slapfive, and Ex-Principal Analyst, FORRESTER Research serving CMOs and Marketing
SlapFive, a Boston-based company, provides the first “Customer Voice Program” that easily captures your customer’s voice and injects it into every marketing, sales, and service initiative to drive greater sales engagement, pipeline creation, and more predictable deal velocity and closure rates.
OVERVIEW
Slapfive is a fast-growing startup in a new and expansive market and sells to the Fortune 500 and the Global 2000. Faced with the complexity of engaging these accounts with scarce sales and marketing resources, and lengthy sales cycles, SlapFive turned to Revenue Accelerators to open doors and increase greater access.
CHALLENGE
In late 2018, SlapFive’s sales efforts began to hit a plateau. Getting into more Enterprise accounts on a strained budget needed to be improved. Supported by their extensive C-Suite network, use of the Challenger Sale, and several sales intelligence and insights tools, they needed to quickly build a complementary strategy to help drive their aggressive growth schedule.
Sales had been the main driver of leads, along with Marketing, Webinars, and Events. They recently added Lead Development Rep support, however, the three teams were not focusing on selling with executive business value messaging, which was needed to open new Enterprise account dialogs.
SOLUTION
Jeff Ernst, the CEO, and his Sales & Marketing teams agreed to participate in their first business outcomes workshop. Working with Revenue Accelerators, they were able to select a large, multi-billion dollar Tech manufacturing leader in New England, and a strategic account. From the workshop, they were able to define the stakeholders, their reasons to buy, the desired business outcomes that would expect, and most importantly, determine the business value that was needed to create urgency.
Industry benchmarks and proprietary algorithms were applied to validate SlapFive’s business value. Then, the 10-K analysis of the account, a public company, was performed by Revenue Accelerators to reveal the corporate and strategic initiatives. Combining this data with workshop results enabled the delivery of a C-Suite grade Business Value Narrative which was overnighted directly to each of the key stakeholders and the C-Suite.
METRICS EVOLUTION
“I knew from my years as the Principal Analyst serving CMO’s while at Forrester Research, that we needed a more personalized, executive-based messaging and insight-led selling process to get the access and conversations we needed” said Ernst. “Literally overnight, we transformed the company and our teams into C-Suite grade business outcome sellers and within a week we got a 10X on our investment.”
THE RESULTS
Within 3 weeks, the Business Value Narrative was sent and secured a call with the CMO of a $6B Tech account. SlapFive was asked to work with the SVP of Marketing and start the ball; leaving the CMO door open. It led to a qualified sales opportunity, leverage with the marketing team, and a proposal. SlapFive now sells at higher levels, sells faster, and distinguishes themselves to sell bigger.