About GDH
Headquartered in Tulsa, OK, with regional branch offices located across the United States, GDH Consulting is a relationship focused workforce solutions provider of IT Staffing, Recruitment Process Outsourcing (RPO), Government and Engineering services. GDH Consulting is a recipient of the Best of Staffing for 12 consecutive years and has been named to Inc. Magazine’s Fastest Growing Companies in America list.
Growth Objectives and Vision for Success
- Update the company value proposition to align with GDH ideal target buyers (IT hiring managers)
- Creation and adoption of value messaging aligned to ideal buyer personas and the stages of the buyer’s journey
- Equip the sales team with the skills and knowledge to lead business-level conversations focused on “insight selling” and selling business outcomes
- Team adoption of a common sales nomenclature and sales methodology to enable long-term scalable and repeatable revenue growth above industry average
- Accelerate the sales cycle and improve overall sales win rates
The Menemsha Group Solution
- Creation of buyers personas relevant to GDH ideal target customer profile to create value messaging
- Creation of GDH customer case studies and value propositions relevant to targeted buyer personas, technical and industry verticals
- Enrollment in Menemsha sales methodology training
- Deployment of playbooks to support sales methodology
- Implemented 100% virtual onboarding and ongoing learning program
- Enroll team members in missions to certify salespeople are “conversation ready” and drive predictable performance
- Enable salespeople to practice email, text and social media messaging via missions to improve response rates
- Menemsha Group led coach calls and program management to reinforce training material and drive adoption on behalf of learners and managers
Results
- All sales reps are operating in unison by executing a common sales methodology supported by the GDH sales process
- Sales win rates improved from 21% to 70%
- Exceeded budget by 50 head count (closed deals Q1 2021)
- 2.5X reduction in new hire ramp-up (time to quota attainment for new sales hires)