Maturing B2B Enterprise Sales and Improving Deal Qualification with Strategic Fractional Leadership

You want someone to support in that CRO capacity then I'd really recommend him as that thought partner and someone who works closely with senior teams to help think about enterprise sales. I'm Andy and I'm the CEO and co-founder of DC. DZ is a next-gen ⁓ agency. We focus on delivering software and AI. And the reason we're next-gen is because we've got a different delivery model. So we work with kind of partners across Europe and Latin America. We've got what we call our adaptive workforce, which is effectively product and delivery leadership in the UK combined with kind of an unlimited pool of engineers across Europe, Latin America, and Asia. We had a number of clients, we had probably had too much revenue concentration and a couple of larger clients, I'd say. As a sales, we had quite an immature sales team. didn't do like med pick as a, for instance, a sales qualification approach. Didn't want someone who just a consultant, I someone who done it before themselves. I built good rapport with him early on and that sort of trust and so I wanted to work with him. I think the first key change is people thinking differently about their deals, qualifying opportunities more thoroughly. I think prioritizing our time better as a result. So we're in focusing on deals that are worthwhile to us and where we've got kind of a champion. And then we've got a good understanding of what the metrics are that drive it. We understand the decision process, et cetera, is working through and I think just as an organisation that's helped us level up to be a bit more mature in the kind of B2B enterprise sales space. So think Ben just helped us think more strategically about our sales and we've put in a higher bar. As a result, we've let people go. But since then, we've gone on as a lean team and become, I'd say, a lot more successful. I really appreciate the work from Ben. He's trustworthy. think we've seen some really good results since. we've definitely matured the result and yeah, really grateful.