GDH Consulting Improves Sales Win Rates by 49%, Accelerates Revenue Growth by Taking Sales Training, Onboarding 100% Virtual, Adopting Menemsha Group Sales Methodology

 

GDH Consulting customer case study

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)