Case Study: Autodesk closes multi-million-dollar deals with Apollo

Autodesk closes $2M deals and averages 127% to quota with Apollo

The customer, Autodesk, faced the challenge of onboarding and enabling a new sales representative, Kaili Linville, who lacked industry knowledge and product expertise to sell their complex suite of over 90 technical construction and design software products. The vendor, Apollo, provided its platform to support the sales process, but the primary solution implemented was Kaili's adoption of a consultative sales methodology.

The solution implemented by Apollo's representative was a consultative selling approach focused on building trust, asking open-ended questions to understand client pain points, and being transparent about knowledge gaps. This strategy allowed Kaili to activate hundreds of accounts for Autodesk's BuildingConnected product, consistently exceed her sales quota by an average of 127% over nine quarters, and close multi-million dollar deals, including a career-record contract, ultimately making her the company's #2 seller.

Autodesk