How we… Boosted Sales Pipeline Through Client-Centric Messaging
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Size of company:
Mid-market ($50M-$1B)
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Industry:
Technology Enabled Services
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Type of service:
Transform Go To Market
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Engagement model:
Full Time
The Challenge
A growing company was experiencing stagnation in its sales pipeline. Despite a compelling offering, the company's 'inside-out' sales messaging — focusing on the company's capabilities rather than addressing clients' needs — was not delivering the expected growth in potential deals.
The Result
A leader from Horizon Now conducted a comprehensive assessment of the company's sales and client servicing operations, including direct observation of client interactions. We identified the 'inside-out' messaging as a key issue and refocused the approach to center on the client's problem. We trained the client-facing teams to adopt a curious, problem-solving approach, asking questions to understand the client's issues more deeply and matching those with the company's solutions.
The Solution
This shift to client-centric messaging and engagement had a two-fold impact. The overall sales pipeline started to grow again as potential clients felt better understood and saw more value in the company's offerings. Furthermore, individual deal sizes within the pipeline increased as sales teams were able to identify and propose solutions for deeper, more complex client needs.