
Perfecto Tool
Case Study—Creating Predictable Sales Growth

“We didn't have an active prospecting process.”
Chris Sharp | Vice President of Engineering and Sales, Perfecto ToolHow We Helped
Lushin focused Perfecto’s sales training on creating an effective sales process and a plan to get them in front of more prospects.
Once the plan was created, we worked on execution: how to get in front of prospects, how to get more meetings with prospects, and how to ask more (and better) questions. This included an emphasis on talking to the right decision makers, getting referrals, addressing timeline issues upfront, and setting expectations. Team members were also coached on how to steer the conversation away from price and technical issues and toward value and compelling reasons for prospects to work with them. Finally, we worked with the team to decipher the prospects’ buying processes and how to align interactions to that.
The Results
After implementing Lushin’s sales coaching recommendations, Chris and Perfecto Tool are able to have more productive meetings with prospects and close more deals. They are growing consistently with a shorter sales cycle and an increased win rate for new business. Business success stories start with Lushin.
Year Over Year Growth
Perfecto saw 10 percent YOY growth from 2014 to 2015 and 11 percent from 2015 to 2016.
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