How Sales Xceleration Went From Solo Outreach to a Growing Pipeline
Art Pierce develops new business for Sales Xceleration's network of about 200 fractional sales advisors. After he had spent a year doing the outreach himself, Sales Xceleration brought in RevenueFlow. The first intro call was booked within a week of the first campaign, and 26 have been booked on his calendar since late July.
The problem we stepped into.
Sales Xceleration helps small and medium-sized businesses grow their sales teams through a network of about 200 fractional sales advisors, who build sales infrastructure, manage sales teams and improve sales processes.
Art Pierce's job is to develop new business for those advisors.
The offer needs explaining: a lot of people have never heard of fractional sales or how the model works.
Art had been doing the outreach himself for a year.
He was working hard, but one person could not reach nearly enough people, and it had produced a couple of meetings.
Sales Xceleration wanted a partner who could tell its story to far more businesses than one person can in a day, and do it in a way that held to the company's core values.
“When you guys came on, immediately, we started seeing meetings come through. Your team has been responsive the entire time, helpful, collaborative.”
“I was doing outreach myself, and I was working hard and I was doing lots of things, but I wasn't able to touch nearly the number of people that was needed in order to really make my job successful.”
Results in a nutshell.
| Metric | Before RevenueFlow | After RevenueFlow |
|---|---|---|
| Who did the outreach | Art, on his own | RevenueFlow, in Sales Xceleration's name |
| Meetings | A couple in a year (Art's account) | 26 intro calls booked since late July (Cal.com) |
| Messaging | An offer many owners had never heard of | Written by RevenueFlow, revised with Art's feedback |
Hear it from Sales Xceleration.
Read the transcript
Hosun: Why don't we start by just telling us a bit about Sales Xceleration? What do you do and who do you serve?
Art: Sure. My role at Sales Xceleration is, we have about 200-ish advisors that work for Sales Xceleration. We really focus on helping small to medium-sized businesses grow their sales teams. So we help build infrastructure out for the sales department. We help manage their sales team. We do a lot of sales processes to make teams flow better. And my role is to essentially develop business for all these awesome advisors that we have. And yeah, it's to push clients towards them so that we can continue to grow as a company.
Hosun: Amazing, amazing. Well, thank you for sharing. And when thinking about a partner to help with go-to-market and marketing and sales, what were you trying to solve with that partner? What were you looking for as a growth partner there?
Art: Sure. So one of the challenges with Sales Xceleration doing the outreach is there's an education point to what we do. A lot of folks haven't heard about fractional sales, how our business model works, that sort of thing. So I was doing outreach myself, and I was working hard and I was doing lots of things, but I wasn't able to touch nearly the number of people that was needed in order to really make my job successful. When we think about what a good partner would be, it would be someone who can share the message on what we're doing, how we help businesses grow, because that's at the end of the day what we're trying to do: we're trying to help businesses grow. And when we looked for a partner, we were obviously looking for someone who could do way more than I could do in a day, and also accomplish those core values that Sales Xceleration cares about. And that's how you guys came up.
Hosun: Brilliant. And since starting with us, how has your experience been with the team? What have the results been like as well?
Art: Yeah, so we started with you guys in July. Like I said, I'd been doing it myself for a year. I'd gotten a couple meetings through. And it had been rough going, just by me. When you guys came on, immediately, we started seeing meetings come through. Your team has been responsive the entire time, helpful, collaborative. We have been seeing a lot of results. I think to date, we've booked close to 40 meetings, which is awesome, especially compared to where we were. And we've seen probably 25% of them convert into legitimate opportunities, which has also been really great. We have tinkered with messaging back and forth, which has been helpful and a learning experience, and your team has obviously been really great in kind of providing your industry expertise. And I think we found something that's really good, and I'm excited to continue our partnership together and seeing where this goes.
Hosun: What would you say to someone who's potentially thinking about bringing a partner similar to us on board? Any concerns that they might be having now? What would you say to that person with those worries?
Art: My advice to anyone looking to bring you guys on is do it. It's been a wonderful experience so far. It's been very collaborative. Again, you guys lead the way with your industry expertise. Everything's been easy on our end in terms of we say what we want, you guys write it all up, and then we provide feedback. It's not like you're like, good luck, go do it. So that's been really great. The results have spoken for themselves. Again, I think probably 25% of my pipeline right now is RevenueFlow leads, which is really great.
Art: As we have continued to iterate with you guys, we are continuing to tell the story of Sales Xceleration better and better. I think that the platform has evolved with us. So it's not like this is exactly what we do, this is exactly what RevenueFlow does, either get on board or get out. You guys have been willing to work with us and really make changes. And I think that the meetings as they're coming through are getting better and better as well because of that. So these aren't these top-of-funnel intent leads that really, your mother's brother's sister opened something a while back, then they don't show. We have a very small no-show rate. These are legitimate people looking for help, and it's been a great experience. I'm happy to be working with you guys.
“You guys have been willing to work with us and really make changes. And I think that the meetings as they're coming through are getting better and better as well because of that.”
Everything Art said.
“My advice to anyone looking to bring you guys on is do it. It's been a wonderful experience so far.”
“Everything's been easy on our end in terms of we say what we want, you guys write it all up, and then we provide feedback. It's not like you're like, good luck, go do it.”
“We have a very small no-show rate. These are legitimate people looking for help.”
“When we looked for a partner, we were obviously looking for someone who could do way more than I could do in a day, and also accomplish those core values that Sales Xceleration cares about.”
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