Challenge: Healthcare systems were struggling coming out of the pandemic with caregiver turnover, burnout and salaries at all time highs. Buyers of talent development solutions in these facilities were being asked to save money wherever they could, while improving patient outcomes and keeping inexperienced staff upskilled. A leading learning platform driven by adaptive learning and cognitive science was helping these Buyers develop, defend and deliver a return on new investments for their organizations.
Solution: The executive team developed a set of plays that sales ran in order to help their Buyers sell their solutions internally. To get budget out of cycle, Buyers had to convince the CFO that there would be a tangible return in the near term. Sales gave Buyers confidence to make the pitch, and provided the Companions confidence that Buyers would deliver on their commitments. They collaborated with Buyers to create a:
- Business Case: Sales quantified the path to an ROI by collecting information from Buyers about the current state, and referring happy clients that would validate that the investment would be worthwhile.
- Proposal: The proposal process began by developing a plan to complete the Proposal, working with Buyers to gather and aggregate that information, and ensure they were ready to defend it to the CFO.
- Close Plan: Milestones for closing were set including client service hand-offs and implementation planning sessions in order to give the opportunity a feeling of momentum.
Results: With Buyers prepared to get the deal done internally, the GTM team was able to grow revenue 100%-150% for five straight years. Keys to success included:
- 20% shorter sales cycles due to deals getting done with fewer hurdles, missed deadlines and lost momentum
- 15% higher win rate due to the GTM team’s ability to validate the solution’s ROI