BESLER Built a Consultative Sales Foundation and Delivered Its Best Sales Year in a Decade

“Once you have the foundation of a shared sales playbook, now your work on deal strategy gets a lot more pinpointed. Each deal is a little bit different, but if you have built strong skills around your foundational plays, your team has the fluency to rapidly adjust.”

Engagement Highlights

– Developed a consultative selling process and playbooks that empowered the sales team to engage in strategic, value-based conversations that were tailored to each client

– Implemented playbook-based training to equip the sales team with essential skills and knowledge, enabling them to focus on high-level strategizing, deal discovery, and negotiation

– Achieved deeper deal strategy and coaching effectiveness by building a strong foundation, allowing more precise and targeted deal strategies tailored to each unique scenario

– Supported the achievement of the top sales year over the last decade

– Realized a 35% increase year-over-year increase in new sales revenue 12 months after engagement, with the average contract value and pipeline doubling

The Opportunity

BESLER needed to restart stalled growth after net new logo acquisition slowed and a promising growth trajectory began to flatten. The company also needed a stronger selling process to help account managers make progress and improve fluency across its products and services.

As a provider of hospital revenue integrity and reimbursement solutions, BESLER faced internal sales challenges even while operating in a specialized market. The existing team struggled to apply a consultative sales process, which limited account progress and made it harder to create momentum with prospects. Leadership recognized the need to invest not only in sales transformation, but also in recruiting and onboarding new talent that could support a stronger, more scalable commercial motion.

The Solution

BESLER worked with Winalytics to build a stronger consultative selling foundation.

– Developed shared consultative selling playbooks for client-specific conversations.

– Delivered playbook-based training to strengthen team sales fluency.

– Improved deal coaching around strategy, discovery, and negotiation.

– Supported a new sales team and leader with a shared structure.

The Results

– 35% year-over-year increase in new sales revenue after the engagement.

– 2x increase in average contract value and pipeline.

– 1 best sales year in a decade supported by stronger sales execution.