Mr.Pickles closed a deal for $3.6M

As the end of Q2 is here, we run internal reports to validate where we stand with key accounts that represent the highest revenue for the company. I want to share this story since is the strongest achievement we got so far (been around one year in the role).

Recently I shared our first deal for 38K back in December - after running the final report today, we got the following data:

(a.) 1.2M in the pipeline was achieved during the first five months (Nov. 2020 - Mar. 2021)

(b.) 3.6M in the pipeline was achieved in the next three months (Apr. 2021 - Jun. 2021) (200% increment - 2.4M).

This is huge for us, considering that during the early stages of the account we had a disconnected POC that refused to follow up on the opportunities and the reporting process was unclear for everyone. We had four different reporting files that had to be manually updated. In addition, synchronizing the information from the client's CRM was very complicated (the reason why some of my posts where related to which CRM you guys recommend)

We got a new POC and this new person allowed us to:

(a.) Consolidated all the information in one single file - like the one source of truth (Provided by the client directly)

(b.) Schedule weekly Ops meetings to discuss pains and roadblocks in terms of leads. That helped us enable the SDR process faster.

(c.) Hold meetings with the AEs to align on ICP and campaign needs, streamlining the conversations by eliminating third-party messengers. This is what we consider was the key to our success: AE + SDR's great relationship.

(d.) On-point updates on leads status, facilitating the reaching process, and disqualifying from the get-go useless contacts.

(e.) Follow up directly on the opportunities status so we could push on the conversion rate from the Meeting to the Pipeline stage (real-time reporting).

These actions allowed our team to achieve such results in the eight months that we've been running the account. I want to thank y'all for your insights - some of your advice really resonated and made me consider a different approach when enabling my team's process.

Here, an imaginary potato for the long post *potato.jpg*