“I was skeptical at first, having had so many miscues with sales and outsourcing in the past. And honestly I really didn’t like ‘sales people’ that much. But Sales Overdrive made me a believer. They listened to what I needed and designed an approach that clearly focused on our needs and goals. Their approach was highly successful. I think what makes the Overdrive process different is the smart front-end thinking complemented by their first-class execution and solid people.”
– Former President, Regional Staffing Firm
Situation
This client was a seven year old, undifferentiated HR staffing and consulting firm. The company had no growth, pressure on pricing, a lengthy sales cycle, and was unable to build alliances. Several expensive sales efforts had failed to accelerate sales. Inside Sales was underdeveloped and ineffective.
Approach and Analysis
Our team collaborated with management on how to best accelerate sales and capture market share in a down economy. The company had to grow dramatically in order to achieve additional funding and make two key acquisitions. The decision was made to outsource sales to Sales Overdrive.
Action Taken
Overdrive installed an end-to-end, repeatable sales process. Our team revised their brand, positioning and sales strategy and built channel partners for them.
Simultaneously, we installed an Overdrive Inside Sales team for prospect qualification and appointment setting, as well as developing relationship management tracking and reporting methods and building custom revenue and calling programs.
Results
In less than nine months, Overdrive delivered a six-fold increase in revenue, several highly profitable Fortune 500 wins, numerous strategic alliances and arguably a tripling of the firm’s valuation.
Overdrive took the company from $4 Million to $24 million in sustainable annual revenue in the first year.