The Global Sales Manager at a networking hardware company approached us for help building an outbound sales motion. This company is a global leader in IT, and the team in Growth and Digital Sales was responsible for building an Internet of Things (IoT) business unit.

Predictable Revenue’s Coaching Services helped the company establish strong foundations while building an outbound sales function from the ground up.

Before Predictable Revenue

Before working with Predictable Revenue, the IoT outbound team was a mix of sales individuals and SDRs with varying degrees of experience.

Their sales manager was familiar with Predictable Revenue Co-Founder Aaron Ross, and our coaching services came highly recommended. “To have someone like Predictable Revenue, with the experience and proven track record, come in and show us the template was really important to our team.”

The Problem

Although the company had strong relationships with existing customers, they wanted to continue to expand and attract customers in a new way by communicating how, when, and where prospects could benefit from their solutions. They also wanted a solid structure in place to scale.

Our Solution

Our Outbound Success Plus Coaching Service provided structure and accountability for the IoT sales team. This included building a playbook, weekly progress meetings, and coaching to ensure sales reps reached their full potential.

“We knew we were going to have good sessions every week in terms of what was working, what wasn’t working, and where we needed help,” the sales manager says. “The reliability of the Predictable Revenue team was incredible. Everyone we worked with was clearly committed to the success of our team.”

“It was also extremely valuable to walk away with a concise playbook that my team and I can use as we onboard new employees and scale our sales team.”

“It was extremely valuable to walk away with a concise playbook that my team and I can use as we onboard new employees and scale our sales team.”

“For anyone in my position, where you’re looking to either build something from scratch or reinvent what you have, I recommend working with Predictable Revenue.” 

The Result

“The team has had some really strong engagements,” the sales manager says. “The structure that Predictable Revenue helped us put in place has been massively beneficial.”

Their team has increased the number of cadenced emails and meetings set on a weekly basis, a success their manager credits to the structure Predictable Revenue helped establish. Along with tracking progress and accountability for the team, “We’re in a much better place than when we started.”

Having another set of eyes, especially an organization like Predictable Revenue that has worked with thousands of different companies, provided a valuable outside perspective to their sales team.

Conclusion

Our team provided the structure this company needed to build a strong outbound sales function. Weekly meetings provided feedback for the team and helped keep them on track to scale. The new playbook will also allow the team to onboard new hires and scale more efficiently.

“We’ve had some really good early wins and we’re growing quickly,” the sales manager says. “For anyone in my position, whether you’re looking to either build an outbound function from scratch or reinvent what you have, I recommend working with Predictable Revenue.”