Why a data driven view is essential

In many revenue organisations, CRM data is primarily used for order booking and compensation planning. However, understanding and optimising your data is critical for making holistic GTM decisions.

Without a clear view of where the problems lie, you may focus on the wrong fixes. Our service allow you to see the full picture, pinpoint the blockers in your data, and implement the right strategies to enhance pipeline velocity, conversion rates, and overall sales efficiency.

What you get

A clear understanding of your sales pipeline velocity and the key metrics that influence it, helping you make informed decisions on GTM strategy adjustments.

A refined, data-driven sales process that is repeatable and optimised for identifying and eliminating bottlenecks in your pipeline.

Insights into how to optimise key sales KPIs, ensuring you can focus on fixing the right problems—whether it’s sales behaviors, process gaps, or capability improvements.

A comprehensive framework (Bowtie KPIs) integrated into your CRM and sales systems, providing ongoing visibility into pipeline health and performance.

How it works

Delivered through discrete, 10-day sprints that focus on high-impact activities to drive pipeline velocity, improve seller productivity, and implement key sales processes

Once each sprint is completed, the deliverables are defined and added to a backlog. This backlog allows for flexible prioritisation and sizing of future tasks. If any sprint concludes with remaining time, additional deliverables from the backlog can be started. As results are achieved and new insights emerge, the backlog is updated with new items that further optimise sales performance.

01

ASSESS

We begin by performing a thorough data audit to understand your current pipeline velocity, conversion rates, and other critical KPIs. This baseline assessment helps us identify the hidden blockers in your sales process

02

FOUNDATION SPRINT

- Provide sales coaching to apply sales methodologies to live pipeline opportunities

- Refine the sales process with tightened stage definitions and exit criteria

- Draft the sales playbook, embedding the methodology and best practices into sales stages for consistent seller performance

03

ENABLEMENT & TOOLS SPRINT

- Enable seller to work effectively with the sales playbook through training

- Facilitate deal huddles for managers o reinforce the sales playbook and methodology, ensuring sellers adopt the right behaviors

- Build essential sales tools like discovery preparation guides, qualification scorecards, and mutually agreed close plans

04

OPTIMISATION & FEEDBACK SPRINT

- Analyse CRM and call intelligence data to assess the impact on sales pipeline velocity and identify areas for further improvement

- Improve the sales playbook and tools based on data-driven feedback from seller performance and pipeline velocity trends

- Scope and build guided selling tools that embed the sales playbook directly into your team’s workflow

05

SUPPORT & SCALE

Continuous support to ensure your sales processes remain aligned with business goals. This includes ongoing refinement of your sales playbook, deeper integration of sales tools, and continued analysis of pipeline and call data to track improvements in pipeline velocity, seller productivity, and forecast accuracy.