Case Study: Quorum boosts lead generation with FRONTLINE Selling’s Staccato methodology

Staccato PRO software and methodology changes the landscape for Quorum

Quorum Business Solutions, an oil and gas software company based in Dallas, wanted to accelerate lead generation and get new sales hires productive faster as it expanded its team. To support aggressive new marketing goals, Quorum needed a standard sales methodology that would help employees quickly start making calls, setting appointments, and improving overall prospecting performance.

Quorum implemented FRONTLINE Selling’s Staccato methodology, including tailored call scripts, email drafts, and a structured approach to engaging stakeholders like administrative assistants. The result was a major lift in performance: the team surpassed half-year goals, generated more outbound opportunities through June than in all of 2016, reached a pace of 190% of plan, produced the highest lead volume in four and a half years, and created a $1 million opportunity in the first month.

Quorum

Stuart Smith

Business Development Manager