Wayleadr · SpringboardIQ
42% pipeline growth in 14 days.
Wayleadr had gone over six months without a demo or meeting with a tier-one account. The team was spending time on accounts that were not the right fit.
- Without a tier-one meeting or demo
- 6+ months
- Pipeline growth
- 42%
- Timeframe for the pipeline uplift
- 14 days
Understand what matters to the person buying.
The SpringboardIQ engagement combined expert input, buyer research and campaign activation.
We interviewed a facilities manager in the target buying role to understand their priorities, the problems they were dealing with and what would make a conversation worthwhile.
Change the message and the approach.
Those insights informed revised messaging around the buyer’s pain points and a different outreach approach.
The focus was on reaching the right accounts with a message grounded in what mattered to the people inside them.
What changed.
Wayleadr reported 42% pipeline growth within 14 days. It also saw increased deal size and a major uplift in meetings with tier-one accounts.
These results came from the combined engagement, including the work to put the revised approach into practice.
Make buyer insight part of the sales decision.
The case shows how understanding the buyer can inform both the message and the way a company approaches its target accounts.
When outreach is failing to reach the accounts that matter, a review can help examine who the team is approaching, what it is saying and what the buyer needs to hear.
Struggling to reach the accounts that matter?
Bring the decision to three vetted, active sales leaders. Get a confidential second opinion and practical written recommendations.
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