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)