849: The Sales Process Tweak That's Generated $3 MM in New Late-Stage Pipeline w/ Matt Gingerich
B2B Growth: Your Daily B2B Marketing Podcast
In this episode we talk to Matt Gingerich, VP of Sales & Success at Bombora. Matt shares the sales process change that has contributed to $3 MM in late stage pipeline over the past 90 days. Moving away from the typical pilot or PoC model, Bombora's Sales & Customer Success teams are teaming up to create 90-day action plans with future customers to "pre-onboard" them before they sign a new deal. The results on sales velocity & negotiation with Procurement have been tremendous, often cutting time spent on negotiation with Procurement in half. Click here to connect with this guest on LinkedIn.