Experience Travel

Case Study—Creating Sales Prospecting Accountability

The Problem: Experience Travel’s Owner Faced a Bloated Pipeline

Dave Bunn was spending too much time chasing unqualified leads, and he wasn’t saying “no” to those that were a poor fit for his services. He realized he needed a way to generate better prospects, better business success tips, a system for weeding out those that were unlikely to convert to customers, and someone to keep him on task with beneficial behaviors that drove new business.

More than anything, Dave needed tools and sales training to become more objective in his approach to sales. He wanted to improve his ability to make better decisions based on facts and a well-reasoned evaluation of each sales situation.

“I was at an impasse and had to try something.”

Dave Bunn | Owner, Experience Travel

How We Helped

Our team acted as a sounding board for Dave, which allowed him to better qualify his prospects and clean up his pipeline.

Lushin’s consultants facilitated dedicated goal-setting sessions focused on establishing weekly and yearly targets to measure both personal and business success. We taught Dave how to qualify leads early in the sales process and established a system for setting expectations and timelines with promising prospects.

By working through real-life scenarios, Lushin enabled Dave to recognize common or challenging situations and helped him develop systematic ways to handle them in the name of sales performance.

The Results

Since he started working with Lushin, Dave has improved sales cycle efficiency by learning to spot low-probability prospects more quickly. Experience Travel’s business is up, with a cleaner pipeline and more qualified sales leads. Dave has developed productive sales habits, and he now has an ally to keep him accountable for achieving his goals while making his business success story an easy one to tell. All of this has freed up valuable time for other professional and personal opportunities.

10-15 Percent YOY Sales Increase

Experience Travel expects to see a 10 – 15 percent increase in sales year over year.

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