“I think the greatest thing we received from our engagement was alignment across the board, from the CEO to the sales team, product team, as well as marketing on what problems we solve and how we solve them differently than the competition,” said Jeremy Bingham, Executive Vice President of Sales.
WellAware’s sales team doubled its opportunity close ratio and quadrupled the size of its SaaS deals. A focus on consistency was the lynchpin that created bottom-line impact.
“We now have a common vernacular so everyone talks using the same language, not just in sales but across the company. We now have a consistent validation process using MEDDIC and the framework to drive effective opportunity and account planning,” said Bingham. “As a startup, we have limited resources. We have to drive focus across the entire company on the key offerings that will solve big customer problems.”
Force Management’s customized and tailored approach proved to add value for WellAware and its intricate solutions.
“Force Management’s strength is their people. They have actually done the job before and have great experience relating what they have done to how it applies in our business,” he said. “They take something very complex and force you to make it simple. They aren’t a training company. They change your business.”
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