Let's Get Digital increases revenue by 27.6%

Let's Get Digital is a networking event platform used by 850+ clients worldwide and 2M+ event attendees. They maximize the value of events by facilitating connections between event attendees and exhibitors. In turn, this generates a high return on investment from events, helps event organizers save time, and provides stakeholders with a great experience.

Challenges:‍

1. The sales department and its sales processes could benefit from increased structural clarity. This would standardize the approach of all sellers and improve the predictability of new revenue. 
2. By fully leveraging the potential of the sales team, Let’s Get Digital could achieve higher meeting-to-deal conversion rates. 

Solutions:

1. A new tailor-made sales process has been implemented that shortens both the seller's sales cycle and the buyer's buying journey. This enables sellers to understand what is happening on the other side and to be proactive rather than reactive in deals. By establishing milestones and defining buyer expectations at each stage, we created a structured sales process based on customer commitments. This allows us to understand the deal’s urgency and timeline, enabling us to accurately predict which deals will close and when.
2. The team has been trained in Salesdock Deal Management and the Go-to-Market Academy, enhancing essential skills such as advanced discovery, objection handling, and sales processes to ensure they possess the necessary hard skills for success. Additionally, assistance has been provided in crafting the Go-to-Market motion. This ensures that all sellers effectively communicate the value proposition clearly.
3. Change management: After establishing processes and providing training, we spent three months working closely with the team and shadowing their work to ensure that the new skills are being utilized to their full potential.

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‍Outcomes:

1. There has been a 27.6% increase in revenue compared to the current testing quarter and the best-performing quarter of the previous year.
2. The team's meeting-to-deal conversion rates have increased from 20.6% to 48.46%.