Engagement Highlights
– Successful integration of 40 sales team members from 5 diverse sales teams around a common positioning framework and shared sales strategy and process
– Regular one-on-one meetings and a skills coaching program empowered team members to enhance their individual performance
– Created manager-led culture of continuous improvement around skills coaching, performance management and peer-to-peer learning
– Secured 10% year-over-year revenue growth from a base of over $100M and helped the sales team beat plan
The Opportunity
Following multiple acquisitions, CeriFi needed a unified sales strategy and process to bring newly combined teams together and support growth across a broader professional certification portfolio. The business also needed shared positioning and language across teams that had been operating separately.
As an established provider of professional certification training and test prep across financial services, legal, and tax and accounting, CeriFi expanded its offerings through the acquisition of Checkpoint Learning and West Legal Ed Center. Those acquisitions added customers and products, but also exposed gaps in sales strategy, positioning, and process. To meet sales goals, CeriFi needed to align acquired and existing teams under one shared selling system.
The Solution
Winalytics helped CeriFi build a shared selling system across five sales teams.
– Defined core value propositions across certification and training offerings.
– Built shared playbooks for discovery, positioning, and qualification.
– Added customer storytelling to validate value and build social proof.
– Developed a manager coaching framework for targeted skill improvement.
The Results
– 10% year-over-year revenue growth from a base of more than $100M.
– 5 sales teams integrated under one common framework and process.
– 40 sales team members and leaders trained on shared positioning.
