ClearDATA Cuts Sales Cycles by 31%
Overview
SalesSparx partnered with ClearDATA to implement a standardized sales process and sharpen the sales team’s skills by delivering sales training, role plays, ongoing coaching, and support. This enabled ClearDATA to exceed its aggressive sales goal of growing 300+% by increasing close rates and shortening sales cycles.
SalesSparx Shared Vision Selling Training Impact for ClearDATA
- 20% increase in sales close rates
- 31% reduction in mid-market sales cycles
- Proposal stage duration cut by 40-50% (from 75 to around 40 days)
- Sales cycle shortened by 13%
- Training rated 9.9/10 in satisfaction by the sales team
Hear from Dean Fredenburgh CRO, ClearDATA
The Challenge
ClearDATA, a leader in healthcare cloud security, compliance, and operations, sought to scale sales from $30 million to $100 million.
ClearDATA encountered numerous obstacles in its sales operations, hindering its growth and efficiency, including:
- Inconsistent sales processes and behaviors.
- Drawn-out sales cycles, particularly in the proposal stage.
- Difficulty gaining buyer trust and collaboration.
- Managing both small and large customers.
Dean Fredenburgh, the Chief Revenue Officer (2018-2023), transitioned from Fortune 500 companies to ClearDATA to help the late-stage startup scale. He brought a wealth of knowledge in sales metrics and best practices but lacked the time and resources to build a sales process from scratch. Dean looked at Challenger, Miller-Heiman and Sandler and while they each had value, they were not the end-to-end sales process he needed.
“We needed to standardize and streamline our sales process. We looked at other training programs, but they were not a fit for us. Our sales team loves it! Almost immediately after our SVS roll-out, we saw a positive impact on our sales metrics.”
— Dean Fredenburgh, CRO, ClearDATA.
The Solution
SalesSparx implemented Shared Vision Selling (SVS), a plug and play sales process and online sales training.
The comprehensive SVS program included:
- Initial Assessments: SalesSparx conducted initial assessments to understand ClearDATA’s current state, goals, and gaps.
- On-Demand Training: SalesSparx provided on-demand training that allowed ClearDATA’s team to prepare for instructor-led workshops and introduced flexibility to the learning process.
- Sales Process: SalesSparx’s ready-made sales process was seamlessly integrated into Salesforce and was effective for all their customers, large and small.
- Interactive Roleplays: SalesSparx facilitated interactive workshops to engage ClearDATA’s sales team, providing practical training both in person and online.
- Ongoing Coaching Sessions: SalesSparx offered additional coaching to ensure the continuous application of SVS principles.
- Ongoing Support: SalesSparx offered ongoing support to address sales accountability roadblocks and ensure sustained progress.
“When you become a CRO in a relatively immature startup, the first thing you realize is that there is just not enough time… We had to build a sales process and a customized go-to-market process rapidly for our market and our business challenge.”
— Dean Fredenburgh, CRO at ClearDATA
Results
The results of our SalesSparx SVS training were an almost immediate improvement in sales metrics:
- 20% increase in sales close rates
- Reduced proposal stage duration from 75 days to around 40 days, a 40-50% decrease
- Expedited mid-market sales cycles by 31%
- Shortened overall sales cycles by ~13%
- Enhanced sales team alignment and collaboration
- Increased buyer trust and long-term partnerships due to the focus on collaborative selling
- Improved forecast accuracy, benefiting executive and board-level decision-making
The SVS program helped establish a common language across ClearDATA’s cross-functional teams, which is crucial for driving a unified go-to-market strategy. This alignment ensured that every team member understood the shared vision and goals and their role in achieving them.
Moreover, the SVS process significantly enhanced the quality and speed of ClearDATA’s proposals. By emphasizing thorough discovery and alignment with customer needs, the proposals became more compelling, reducing the time deals spent in the proposal stage and increasing the likelihood of success.
Another highly appreciated outcome was the improvement in forecasting accuracy. The enhanced visibility into the sales funnel and a better understanding of the sales process stages allowed ClearDATA to make more reliable revenue projections, a key factor for strategic planning and investor confidence.
“The team was easy to work with… there was the right balance of in-person and virtual support. They respected my schedule and delivered on time, all the time.”
— Dean Fredenburgh, CRO at ClearDATA
Unlock your team’s potential
SalesSparx specializes in sales training and acceleration, transforming sales teams through the Shared Vision Selling Process.
SVS is a unified sales and marketing process that includes:
- Design Thinking: Leveraging design thinking principles, SalesSparx collaborates with buyers to create innovative solutions that enhance sales effectiveness and buyer engagement.
- Customizable Training Modules: The program offers tailored training modules that address specific business needs, ensuring that the sales team receives relevant and impactful instruction.
- Structured Sales Process: Integrating a proven, healthcare-specific sales process, SalesSparx ensures consistent application and adherence, leading to improved sales outcomes and team alignment.
“Customers need to see themselves in your process, almost like a hero’s journey. Those concepts were part of the DNA of the SalesSparx SVS process.”
— Dean Fredenburgh, CRO at ClearDATA
