Sell by Design increases pipeline in existing accounts by 400%.
“What we saw with every single individual that went through the program was an increase in pipeline.”
- Allison Montgomery, Global Sales Enablement Leader
Situation
A leading technology company had grown through a series of acquisitions but was struggling to cross-sell into existing customers across their larger platform.
Challenges
Sales teams had been siloed respective to their legacy products.
Sellers only conducted discovery relative to their known product sets and were not growing their accounts.
Solution
The company engaged Somersault to launch Sell by Design across a cross section of sellers to test the program in each of their solution areas.
After virtual Sell by Design training, sellers were coached in their efforts with one key account over the course of one quarter.
Results
Total pipeline in all targeted accounts increased from a baseline of $2.7M to $10.7M within the quarter.
