Engagement Highlights

– Supported best two sales quarters in company history within six months of engagement

– Bridged Sales and Marketing to establish an enterprise positioning playbook across four different business use cases (leadership, onboarding, upskilling, and DEI)

– Supported move from initiative-based selling to enterprise selling by deepening sales team skills to discover and pursue multiple use cases with prospects

– Leveraged 3rd party expertise and a proven revenue acceleration methodology to accelerate strategy and process changes across the extended go-to-market team

The Opportunity

NovoEd needed a more repeatable sales process to support consistent net new and expansion growth as the company approached $20M in revenue. The team also needed stronger alignment between marketing and sales so enterprise value could be communicated more clearly across buyer conversations and content.

As a collaborative learning platform provider, NovoEd had grown quickly, but sales performance had become uneven and difficult to predict across time and across the team. Leadership wanted to replicate the success of top performers by building a scalable enterprise sales approach and refining positioning around core use cases including leadership, onboarding, upskilling, and diversity, equity, and inclusion.

The Solution

Winalytics worked with NovoEd to strengthen enterprise positioning and selling capabilities.

– Built a shared enterprise positioning playbook across four use cases.

– Connected marketing positioning to sales conversations and supporting content.

– Trained sellers to run more fluid, consultative enterprise conversations.

– Led group and paired practice sessions to reinforce new messaging.

The Results

– 2 best net new sales quarters in company history within six months.

– 35% increase in annual sales revenue.

– 2 out of 3 sales team members exceeded quota.