How do you win 40% more Fortune 500 clients?
This brand consulting agency were experts in their niche, but struggled to close deals with Fortune 500 prospects.
The Brief
Their close rate was stuck at 50%. We were tasked with identifying the obstacles hindering their sales process and work on resolving them.
Ghosted, Confused, Deprioritized.
When we explored their sales process from incoming inquiry to proposal stage, we found the majority of lost proposals went into a black hole. Their emails went unanswered and they were routinely ghosted. The rest fell into a pile of excuses; “Sorry this isn’t a priority anymore” or “it’s not the right time, let’s circle back in 6 months.”
What gives? The initial call call between the agency and their prospect went well; the prospect showed enthusiasm and presented a genuine problem that the agency could address.
Create a process that empowers.
Turns out their sales process hadn’t grown at the same pace as both their internal team and experience.
Proposals were stale and didn’t hold their audience’s attention. Case studies focused on them and not their prospects’ problems. Internal cross-collaboration between creative and new business teams was non-existent. This lead to proposals lacking credibility and creativity from the team that knew the client’s work best.
The Fix
We overhauled the agency’s entire sales process and mapped out all touchpoints of the prospect journey. We determined who should talk to the prospect, at which stage in the process, and how they should approach the conversation.
We created new templates, proposals, pitch decks, case studies, and emails that better resonated with their prospects. We also trained their teams on how to use these resources and why they matter.
Their proposals went from starting with:
“Why you should work with us” to “How to get 3000 engineers to write in a consistent brand voice.”
The Outcome
We closed 88% of Fortune 500 deals in the first year, which was a 30% increase from the previous year.
We reduced the sales cycle by approximately 8 weeks, ensuring faster, more predictable revenue.
Conclusion
By aligning their sales process with their team’s capabilities, the agency achieved remarkable success in closing high-profile deals.