Engagement Highlights

– Full adoption of a value-based selling approach by highly tenured sales team that had each developed their own individual habits and practices

– Created shared sales playbooks for discovery, positioning, and qualification.

– Significant pipeline growth, roughly doubling from $19 million to $31 million over the 12 months of the engagement.

– Net Revenue Retention, meaning the combination of renewed and expanded account revenue, grew to 120% over 12 months.

– The acceleration of sales revenue contributed to a successful acquisition by 360Insights

The Opportunity

HMI needed a more repeatable sales process to improve organizational consistency and sustain growth beyond individual seller success. The company also wanted to complete its shift from product-centric selling to a more buyer-centric approach across sales and marketing.

As a privately funded company in the performance incentive market, HMI had achieved sales success, but each team member operated independently with their own habits and practices. Leadership wanted to elevate overall team performance, improve onboarding for new hires, and create a stronger foundation for buyer-centric interactions across both marketing and sales.

The Solution

HMI worked with Winalytics to build a more comprehensive buyer-centric revenue motion.

– Built shared buyer personalization playbooks around core value propositions.

– Created shared sales playbooks for discovery, positioning, and qualification.

– Developed demand generation playbooks to align marketing and sales.

– Added targeted coaching to raise individual and team performance.

The Results

– 63% increase in sales pipeline, growing from $19M to $31M.

– 120% net revenue retention through stronger renewal and expansion performance.

– 1 successful acquisition supported by stronger revenue trajectory and sales execution.