- Developed sales messaging system focused on ROI-outcomes
- Introduced prospect qualification framework to improve deal focus and momentum
- Supported sales revenue growth of 26% 6 months after start of engagement and 49% at 12 months
Greenwood Hall Inc. (OTCQB:ELRN), is an education technology company that enables colleges and universities to increase revenue and improve student engagement and outcomes across the entire student life cycle from admissions to student success, financial services ad retention programming.
After decades of organic growth, Greenwood Hall’s sales growth went flat in late 2014 and through much of the first half of 2015. The challenge was that during its growth trajectory Greenwood Hall had never developed a disciplined, repeatable sales process that was easily extensible to a growing product suite.
Greenwood Hall ‘s EVP of Sales worked with Winalytics to develop a shared selling system that could improve sales performance across the whole suite of products now offered by the compay. The project began by building an integrated messaging framework that the sales team could use to uncover drivers of prospect value, lead with a compelling ROI case, and identify up-sell and cross-sell opportunities. The engagement continued with building a shared sales process and prospect qualification toolkit across all products and sales team members. The goal of the shared qualification system was to improve sales team focus and the accuracy of pipeline forecasts.
The engagement lead to an immediate and sustained boost in the sales team’s revenue productivity. Six months into the engagement the company saw a year-over-year gain in quarterly sales bookings of 26%. At the 12 month point after the start of the engagement the company had seen a 49% increase in year-over-year sales bookings, achieving these gains by effectively on-boarding a new group of sellers into the targeted messaging and qualification framework developed in the engagement.