Revenue.io Case Studies Enterprise Company Accelerates Sales Productivity with Revenue.io

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	Enterprise Company Accelerates Sales Productivity with Revenue.io Revenue.io

Enterprise Company Accelerates Sales Productivity with Revenue.io

Revenue.io

Technology Category	Analytics & Modeling - Real Time Analytics Functional Applications - Enterprise Resource Planning Systems (ERP)
Applicable Functions	Sales & Marketing
Use Cases	Real-Time Location System (RTLS) Track & Trace of Assets
Challenge	The enterprise company, specializing in identifying, researching, and perfecting foreign tax refund opportunities for clients, faced a significant challenge in its outbound sales process. The lack of a systematic approach to lead follow-up resulted in reps burning through leads faster than new ones were being created. Additionally, the company regularly onboarded sales SDRs with little to no sales experience. It typically took six months to get these reps comfortable with selling. However, in a competitive market, the company needed a way to ramp reps to full productivity faster. Read More
About Customer	The customer is an enterprise company that specializes in identifying, researching, and perfecting foreign tax refund opportunities for their clients. They have a primarily outbound sales process and regularly onboard sales SDRs with little to no experience. The company operates in a competitive market, which necessitates a fast ramp-up to full productivity for their sales reps. The company sought a solution to improve their lead follow-up process, increase the productivity of their sales reps, and shorten their sales cycles. Read More
Solution	The company implemented Revenue.io to provide real-time guidance to reps, aiming to ramp them faster, shorten sales cycles, and increase quota attainment. Before implementing Guided Selling, calls, emails, and social media connections were one-off activities. With Guided Selling, these activities became part of a greater system. The system revealed the next best actions, indicating which leads reps should reach out to, how to reach out, and what to say, directly within Salesforce. Managers gained a real-time view of performed actions, scheduled actions, and most importantly, results. Guided Selling also helped the company onboard inexperienced new reps in a fraction of the time. Read More Log in to view content
Contents

Technology Category

Analytics & Modeling - Real Time Analytics

Functional Applications - Enterprise Resource Planning Systems (ERP)

Applicable Functions

Sales & Marketing

Use Cases

Real-Time Location System (RTLS)

Track & Trace of Assets

Challenge

The enterprise company, specializing in identifying, researching, and perfecting foreign tax refund opportunities for clients, faced a significant challenge in its outbound sales process. The lack of a systematic approach to lead follow-up resulted in reps burning through leads faster than new ones were being created. Additionally, the company regularly onboarded sales SDRs with little to no sales experience. It typically took six months to get these reps comfortable with selling. However, in a competitive market, the company needed a way to ramp reps to full productivity faster.

About Customer

The customer is an enterprise company that specializes in identifying, researching, and perfecting foreign tax refund opportunities for their clients. They have a primarily outbound sales process and regularly onboard sales SDRs with little to no experience. The company operates in a competitive market, which necessitates a fast ramp-up to full productivity for their sales reps. The company sought a solution to improve their lead follow-up process, increase the productivity of their sales reps, and shorten their sales cycles.

Solution

The company implemented Revenue.io to provide real-time guidance to reps, aiming to ramp them faster, shorten sales cycles, and increase quota attainment. Before implementing Guided Selling, calls, emails, and social media connections were one-off activities. With Guided Selling, these activities became part of a greater system. The system revealed the next best actions, indicating which leads reps should reach out to, how to reach out, and what to say, directly within Salesforce. Managers gained a real-time view of performed actions, scheduled actions, and most importantly, results. Guided Selling also helped the company onboard inexperienced new reps in a fraction of the time.

Impact #1	The implementation of Guided Selling has not only helped new reps hit the ground running but also empowered existing reps to be more productive. The system has improved accountability across the entire sales organization, providing real-time insights into the productivity of reps and the status of leads in each sequence. This real-time visibility has enabled the Revenue Operations Manager to understand the optimal touch pattern for leads, thereby extracting the most value from existing leads. The insights from the Revenue.io platform have even helped improve results from top performers. For instance, one A-player, initially skeptical about a guided approach, has since become a champion of Revenue.io and Guided Selling specifically. The result is improved results throughout the entire sales cycle, with a significant increase in meetings booked, leading to more contracts being signed.

Impact #1

The implementation of Guided Selling has not only helped new reps hit the ground running but also empowered existing reps to be more productive. The system has improved accountability across the entire sales organization, providing real-time insights into the productivity of reps and the status of leads in each sequence. This real-time visibility has enabled the Revenue Operations Manager to understand the optimal touch pattern for leads, thereby extracting the most value from existing leads. The insights from the Revenue.io platform have even helped improve results from top performers. For instance, one A-player, initially skeptical about a guided approach, has since become a champion of Revenue.io and Guided Selling specifically. The result is improved results throughout the entire sales cycle, with a significant increase in meetings booked, leading to more contracts being signed.

Benefit #1	New reps ramp to full productivity 50% faster, reducing the ramp-up time from 6 months to 3 months.
Benefit #2	Reps book 10% more meetings month over month.
Benefit #3	Improved visibility and accountability across the entire sales organization.

Benefit #1

New reps ramp to full productivity 50% faster, reducing the ramp-up time from 6 months to 3 months.

Benefit #2

Reps book 10% more meetings month over month.

Benefit #3

Improved visibility and accountability across the entire sales organization.

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Overview

Enterprise Company Accelerates Sales Productivity with Revenue.io

Operational Impact

Quantitative Benefit