Maximizing Revenue Potential Through High Performance Sales Teams
When a leading AI SaaS company hit a revenue plateau after years of rapid expansion, they turned to SBI for help. Misaligned go-to-market (GTM) functions, underperforming sales teams, and missed opportunities for cross-sell and upsell created barriers to growing revenue.
SBI was invaluable in helping us streamline our GTM organization. Their insights were critical to the development of new, world-class enablement programs that helped our sellers identify and capture more high-value growth opportunities.
The Challenge
Years of rapid hiring and expansion left the organization struggling with inefficient GTM structures and poor quota attainment. Reps were facing limited support, fragmented roles, and weak customer segmentation, all of which stifled growth.
The SBI Solution
SBI partnered closely with the leadership team to overhaul their GTM engine and position them for sustainable growth. Our strategy included:
- Boosting seller productivity through data-driven quotas and word-class upskilling initiatives.
- Doubling cross-sell/upsell effectiveness by aligning GTM functions to capture high-value opportunities.
- Streamlining processes and realigning the organization to prime them for future scalability.
Results
$14.2B
New prospects identified and segmented.
14%
Projected increase in high-value wins.