context
The business had a strong proposition, a loyal customer base and successful repeat business, but growth still depended too heavily on the CEO.
Sales momentum sat too close to the founder. When the CEO was not directly involved, opportunities were harder to progress, forecast and evidence.
With PE backing and future growth ambitions, the business needed a more scalable commercial model. That meant stronger sales process, clearer deal discipline and better collateral to support high-value conversations with senior decision-makers.
Challenge
Move from an ad hoc, founder-dependent sales approach to a structured commercial model that could support growth, investor confidence and future value creation.
The business needed to professionalise how opportunities were qualified, managed, forecast and closed, while giving the wider team the tools and confidence to progress strategic deals without relying on the CEO.
impact
Sales Engine helped the business move from a founder-dependent sales model to a more structured and repeatable commercial operating model.
The work started with a detailed audit of the sales process, tools, team strengths, weaknesses and pipeline management. From there, Sales Engine worked with the CEO and Sales Director to build and document an end-to-end sales process the wider team could adopt.
Sales Engine introduced MEDDIC, Account Plans, Opportunity Win Plans and Close Plans to improve qualification, deal discipline and forecasting control.
The team also built new proposal templates, delivered modular training for sellers, technical and consultancy teams, and provided fractional management support to strengthen forecasting accuracy and close rates.
Alongside the operating model work, Sales Engine supported key strategic deals, improved SDR processes and helped develop a new channel strategy.
The result was a more scalable sales environment, stronger pipeline control and higher-quality presentations and proposals.
Sales Engine’s deal support helped deliver over £2m in wins, including two recent marquee deals totalling more than £750k.
The core processes are now embedded across the business, giving the team a more credible commercial model to support growth, investor scrutiny and future expansion.
SERVICES INVOLVED
Fractional Marketing & Commercial Leadership
Sales Development & Conversion
Revenue Operations & Funnel Design
Bid and Deal Support
