Case Study: a metal fabrication manufacturing company increases pipeline and revenue with Sales Xceleration

Implementing Processes to Increase the Pipeline and Quickly Grow Revenue

Sales Xceleration worked with a metal fabrication manufacturing company that had seen stagnant sales for five years, limited recurring revenue, and no dedicated sales resources, sales plan, or measurable business development activity. The company also wanted to build a stronger business that could be positioned for a sale in the next 5 to 10 years.

Sales Xceleration implemented an outsourced VP of Sales approach by developing job descriptions, recruiting and hiring an experienced sales professional, installing and customizing a CRM system, and refocusing selling efforts through architecture and engineering firms. The vendor also launched a “Lunch and Learn” program that helped drive pipeline growth, resulting in $200K in new revenue within 3 months, $10 million in pipeline revenue in 6 months, a 66%+ increase to $10 million in revenue within six months, $25,000 saved in independent rep commissions, and a 50% reduction in lead generation costs.