We have seen success deploying this framework within our portfolio. Whether it was helping a services company’s sales team scale from $11M in annual bookings to $36M in two years or establishing the first professional sales organization at a software company and accelerating bookings growth from $1M per year to $3M run rate in less than 12 months.
While this framework can consistently be applied across industries and business models, it is important to note that this is not a cookie-cutter playbook. The reality is that selling software in higher education institutions will differ from how a service offering is sold to a skilled nursing facility or how a construction company will think about purchasing workflow software. Taking the framework as step one, we’ve found a hands-on engagement model, truly understanding the end customer’s journey, experience, and the industry dynamics, will bring true impact.