Sales transformation at a leading AI SaaS platform

How to transform revenue by increasing sales effectiveness

Situation

Sensat provides a purpose-built cloud platform to facilitate early testing, evaluation and visualisation of large civil infrastructure projects within a real-world context. It automatically syncs with existing software, presenting a realistic project view for all stakeholders to identify, discuss and eliminate risks.

Being browser-based, it’s accessible on any device, anywhere, making crucial information readily available for informed decision-making and sharing. Its user-friendly interface enhances collaboration, ensuring everyone is aligned, reducing errors, and promoting effective presentations.

Solution

Using our Client-Centred Thinking method, we upskilled the sales team to qualify prospects more effectively and build a well-forecasted pipeline. We also equipped them with a simple and repeatable framework to develop meaningful relationships with customers at speed.

In addition, we helped the sales team create and drive value-based discussions with clients and supported management with embedding change through follow-up group coaching sessions.

The results

Average Customer Value Up

Grew 4.5 times (114% CAGR), and existing customer value continues to grow to £600 K (from £20 K in 2021).

Sales Effectiveness Doubled

Individual sales contribution went from £ 27K per salesperson / per month in 2022 to £ 44K per salesperson / per month in 2023.

Boosted Sales Efficiency by 10x

Sales cycle are constant at 120 days, Total Customer Value is up +217% CAGR.

Net Promoter Score 10/10

Sensat received 10/10 for their overall customer experience.

Our sales representatives are selling 10x more on average and Average Customer Value is 5x larger than 2 years ago. True & North training has enabled us to refine our sales process, greatly increasing sales effectiveness.

CEO, Sensat

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True and North
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