SEAL IN ACTION

Pipeline in Question.
A SEAL Installs the Discipline.

Inside a live five-month sales leadership engagement where a SEAL stepped in as an embedded Project Leader — assessing pipeline health, accelerating real deals, strengthening account relationships, and building a sales culture rooted in Shared Vision Selling.

ABOUT THE CLIENT

Strong Market Position. Sales Execution Needed to Catch Up.

A nationally recognized healthcare IT consulting firm serving hospitals, health systems, and affiliated providers across the U.S. and Canada. With over 700 projects completed and a team drawing from more than 22,000 subject matter experts, the company has built a formidable reputation for EHR implementation, digital transformation, managed services, and operational improvement across complex healthcare environments.

The business had real market position — strong client relationships, deep domain expertise, and a track record of growth. But sales execution hadn’t kept pace with the opportunity. Pipeline quality was unclear, forecasting was unreliable, and the team lacked the daily rigor needed to convert what was in front of them into predictable, closeable revenue.

The mandate was clear: install the discipline, sharpen the pipeline, and build a sales culture capable of sustaining growth through 2026. A SEAL was deployed to lead it from the inside.

The Gap That Had to Close

Sales execution was inconsistent — the team lacked the daily and weekly rigor needed to move opportunities with confidence and predictability.

Forecasting was unreliable— without a structured process for validating deal integrity, leadership couldn’t distinguish real pipeline from noise.

Pipeline quality was unknown —deals were sitting at various stages with no clear view of which were real, stalled, or unlikely to close.

Account relationships were not mapped or measured — growth potential within existing accounts was not being systematically evaluated or pursued.

No sales culture rooted in process — the team needed a repeatable framework, not just individual effort, to build scalable, predictable revenue.

The foundation for 2026 growth had to be built now— Q4 2025 and H1 2026 targets required pipeline that didn’t yet exist.

THE PROJECT

Real Deals. Real Discipline.
Built to Last.

SalesSparx deployed a SEAL as the embedded Project Leader for a five-month sales leadership engagement — assessing pipeline, strengthening accounts, and embedding Shared Vision Selling as the operating process across two integrated workstreams. Embedded execution with accountability built in from week one.

Pipeline Health & Opportunity Acceleration

Assessment of pipeline integrity, stage, and quality across the full book of business — validating which deals are real, stalled, or unlikely to close. SVS8 implemented as the process for driving opportunity progression, improving forecast accuracy, and establishing a rigorous daily and weekly cadence for pipeline management and sales execution.

Account Health & Relationship Strength

Review of accounts generating 50% of 2025 revenue — assessing growth potential, mapping relationship strength using the Evidence Based Relationship Framework, and coaching AEs on how to co-create business cases, engage stakeholders, and shorten sales cycles. Paired with structured 2026 planning to deliver a Path to Plan for the coming fiscal year.

THE SEAL DEPLOYED

Michael Donohue

Michael has built and scaled revenue organizations across B2B technology and healthcare — growing ARR, leading strategic pivots, and standing up high-performing teams that execute. He’s held CMO and CEO roles at companies including Lakeside Software, IronNet Cybersecurity, ClearDATA, and Axial Exchange — where he executed a strategic pivot that materially increased recurring revenue. Data-driven, execution-first, and no need for a playbook.

About the SEAL

JOIN THE PROGRAM

Built for operators who build sales cultures.

The SEAL Program is SalesSparx’s elite network of healthcare revenue and sales leaders — placed inside live, high-stakes client engagements where execution is the only thing left to do. We deploy operators who’ve led sales organizations in healthcare IT or healthcare services, know how to install discipline inside a team that needs it, and can coach sellers to execute Shared Vision Selling as a process — not just a concept. If that’s the work you’re built for, this is where you belong.

Spots are limited. We only place SEALs we’d bet our client relationships on.