The Challenge: Scaling Sales Skills and Process After Reorganization

Mongoose, a leader in communication solutions for higher education, had recently reorganized its revenue team and invested in new sales enablement resources. Leadership identified a need to develop the team's skills capacity across the entire sales cycle – from winning new logos to driving renewals and expansion with existing clients.

Specific areas of softness included lower-than-ideal conversion rates after initial discovery meetings and difficulty taking control of expansion conversations. They needed a predictable, repeatable process and a common sales language that the entire team could rally around to drive predictable revenue growth.

The Solution: A Comprehensive Sales System Rollout with Playbook and Coaching

I partnered with Mongoose leadership to design and implement a complete sales enablement program.

1. Customization via Interviews: I began by conducting 1:1 interviews with key team members across different roles in the sales organization to understand their specific challenges and tailor the training content.
2. Two-Day On-Site Workshop: I delivered an intensive, interactive workshop covering the full sales cycle:
   • Prospecting: Implementing a 13-touch sequence to secure initial meetings.
   • Discovery: Techniques for uncovering deep needs, creating value, identifying buying processes, and bargaining for access to decision-makers.
   • Demonstrations: A predictable process for delivering value-focused, engaging presentations.
   • Closing: Strategies for reviewing capabilities and gaining commitment.
   • Expansion & Renewals: Frameworks for staying aligned with clients long-term and identifying new opportunities.
   • Conference Tactics: Specific methods like CASH (Challenge, Affects, Solve, How) for engaging prospects effectively at trade shows.
3. Mongoose Sales Playbook: I developed a comprehensive, written playbook detailing each step of the customized Mongoose selling process, including specific email/voicemail templates and CRM integration guidance.

4. Virtual Team Coaching: We scheduled follow-up group coaching sessions several weeks after the main training to reinforce concepts, troubleshoot challenges, and share best practices as the team implemented the new system.

The Outcome: Team-Wide Adoption, Increased Engagement, and Lasting Assets

The engagement delivered immediate positive feedback and demonstrated clear adoption of the new methodology.

• High Team Engagement: Attendees praised the training as highly engaging, informative, and effective, validated by veteran team members like Rick del Rosario.
• Methodology Adoption: Follow-up coaching sessions revealed reps actively implementing the 13-touch prospecting sequence, using advanced discovery techniques, and successfully navigating expansion conversations by applying the selling frameworks. They were collaborating and problem-solving using the shared language.
• Early Results: Reps reported increased response rates to prospecting efforts and successfully booked meetings using the new techniques. Expansion-focused reps noted improvement in controlling conversations and uncovering larger opportunities.
• Created Lasting Assets: Mongoose now possesses a detailed Sales Playbook and recordings of all training and coaching sessions, providing a durable resource for onboarding new hires and ensuring long-term reinforcement of the selling system.