Sales Consulting
How Upshow Took Their Sales to the Next Level
UPshow is the leading in-venue interactive entertainment and marketing platform. With UPshow, businesses transform their TV screens into engaging digital experiences for customers, patients and employees.
PROBLEM
UPshow wanted to grow their sales team and evolve their sales processes to take their business to the next level. Their goal was to double or even triple their four person sales team to increase revenue.
They needed the expertise of a skilled senior sales executive with entrepreneurial experience. They came to HEG for help in building the sales team, evolving the sales processes and reporting, and building in accountability.
SOLUTION
HEG started by sitting in on UPshow’s sales meetings, interviewing the sales team, reviewing existing reports, and working with the Chief Revenue Officer. Right away, a few opportunities for improvement were discovered. First, they were missing stages in the sales and pipeline process, causing too big of a jump from proposal to close. At the same time, it was time for an account management function to be established, separate from the sales function. This would allow the hunters to focus on opening new accounts, and set the stage for a new Managed Services offering. Similarly, it was time for a sales engineering function – not a “sales guy” but someone who is technical and could do demos for clients. In addition to doing demos, sales engineering was necessary to gather detailed requirements, do quoting, scope out integrations, and analyze data on the backend to continuously improve implementations.
Finally, after a deep evaluation of the sales ecosystem, HEG looked at how sales was integrated with marketing, and how leads were being generated and followed up on. It was time to grow the inside sales team, and consider a more structured and geographical approach to territories.
RESULTS
Over a period of 6 months, 4 new sales people were hired, doubling the sales team. A Chief Customer Officer was hired to run sales, create the new account management function, grow the inside sales team, and transform the sales territories. Sales accountability and productivity has dramatically improved. And UPshow is expecting to see strong revenue results this year.
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TESTIMONIALS AND REVIEWS FROM OUR CLIENTS
What our clients are saying about us
“Prior to working with HEG, I was the one making all the decisions and my people, who are very bright and confident, were solely focused on just doing their jobs. Because of HEG, those people have started to go the extra mile by becoming more involved and are now real leaders within the company.”
“The teamwork among our people is astronomically higher now than it was before we did Open Book. People are now encouraging each other and are getting more involved with each other’s success.”
“Prior to doing Open Book, all of our Trip Advisor reviews were facilitated by me inviting guests to put in reviews. We just played a mini game and had an entire team of 13 people inviting guests and instead of getting a handful of reviews, we got over 45.”
“In the midst of the great resignation, we were able to very quickly reconstitute our team to still deliver the highest quality service despite massive turnover.”
“I was very alone running my company. I have a team of 20 people, but when it came right down to it, I felt pretty alone. What I’m finding now, for the first time, is that I have other people stepping up and joining me. It’s fantastic!”