Although branding can shift the tectonic plates of market perception, not all companies need new brands to fulfil their potential. Some need to better see and better manage their sales and revenue operations.

For Yellowgate, lead conversion improvement was the key target for growth—so our tech-first sales transformation team came to the rescue with systems for insight and improvement.

Yellowgate’s talented sales team were being hamstrung by using cobbled together technology. Spreadsheets were being used to intermittently track leads, prospects and opportunities, which meant the executive team and managers had poor visibility on intel to prioritise improvement and innovation.

Our sales team undertook a thorough analysis of workflows and processes, developed new sales playbooks based on best practice, and then implemented HubSpot to properly track all activities and interactions.

The further analysis that emerged from using

the right tech was transformative for the Yellowgate sales team. Over 100 custom reports were created to provide insight, sales intelligence, and performance benchmarks.

Over 30 new workflows were developed, all of them leveraging tech for automation that freed up sales executives to focus on their core activities—landing big sales with very high lifelong value.

Even with the increased efficiency of the sales technology, the new nurture sequences and clarity with prospects led to a serious increase in prospects, and the sales has doubled while increasing its conversions more than 400%.