Engagement Highlights

– Credo wanted to drive growth by shifting to a consultative selling approach

– Discovery call conversion went from 27.5% to 35%

– Forecast accuracy on late stage pipeline went from 39% to 59%

– Shared selling system led to the successful on-boarding of new sales talent and broad team strength

The Opportunity

Credo needed a more proactive sales motion to grow beyond its strong renewal base and improve its ability to prospect both new accounts and opportunities within existing customers. The company also needed a more scalable way to support new product launches and team growth.

As a provider of digital reference, research, and information literacy solutions for more than 2,500 libraries, Credo had a strong core subscription business and a 95% renewal rate. But leadership saw an opportunity to create more growth by moving from a predominantly account management model to a consultative selling approach built around value, stronger prospect qualification, and broader team capability.

The Solution

Winalytics helped Credo build a shared consultative selling system.

– Built a shared sales process and value messaging framework.

– Created a prospect qualification toolkit to improve fit and focus.

– Established an activity success formula to guide pipeline growth.

– Retrained existing reps and onboarded new sellers into the system.

The Results

– 25% average year-over-year growth in individual seller revenue productivity.

– 35% discovery call conversion, up from 27.5% before the engagement.

– 59% forecast accuracy on late-stage pipeline, up from 39%.