Case Studies & Results
The Problem
53% of her prospects were saying no. Another 15% were saying not yet. The few who did say yes were picking her lowest-ticket service.
Her higher-value offerings — long-term planning and AUM services — were being overlooked. Not because prospects didn't need them. Because the sales conversation wasn't set up to help them see it.
The conversations were doing too much and converting too little. She was educating, positioning, and pitching all at once, and it was working against her.
The Problem
Leads weren't the issue. They had plenty. But revenue was declining year over year anyway.
Trainers had too much empty space on their calendars. The owner and staff were handling sales and not doing it well. Nobody had clear ownership of the process — no CRM, no pipeline, no measurable targets.
The owner was buried in sales responsibilities that were eating time she needed for actually running the business. And none of it was working.
The Problem
Despite being the right fit for most proposals they submitted, they were closing only 10% of them.
“We’re just not closing sales, and we don’t know how to land bigger clients without discounting.”
They were also stuck in project-heavy cash flow - needing to convert website clients into longer-term retainers but unsure how to create those opportunities naturally.
They had already tried a sales consultant. But that consultant didn’t understand marketing deliverables or how to position strategic work. The result was generic advice that didn’t translate into real wins.