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Our Case Study database tracks 22,657 case studies in the global enterprise technology ecosystem.
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Multi-Line Sports & Entertainment Company Sees 31% Increase in Closed-Won Opportunities
Madison Square Garden (MSG) was facing challenges in driving sales performance due to inconsistencies and skills gaps among their sales representatives. The top performers were averaging 2-3 meetings per week while the B-players were often getting none. The existing call recording software was cumbersome and time-consuming, making it difficult for managers to find and listen to coachable moments. There was also no visibility into whether or not managers were coaching at all. MSG needed a solution to overcome these challenges and create a coaching culture that would drive sales performance.
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Scheduling Software Company Responds to Changing Market by Investing in Sales Coaching + Phone Prospecting
QGenda, a company that provides automated scheduling software, was initially able to progress 90% of their sales process through email alone. However, as the market became saturated, sales calls became more important for closing deals. The business development representatives (BDRs) resisted the transition to frequent calling and struggled to understand what made a conversation successful. The company realized that the reps needed training that was repeatable and scalable, but training alone wasn’t enough. They needed coaching to reinforce the training, and managers needed visibility into what was really happening on the BDRs’ calls.
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