Opensense provides one simple platform to manage email signatures, ad campaigns, sales insights, and email compliance. As one of the leading email signature data providers, they sought services from President’s Club to grow their deal size and overall customer base.
The Challenges
As Opensense continued to grow, they experienced challenges in activating their outbound channel and maximizing efficiency of their inbound leads. Being a start-up with a young team, Opensense wanted to raise the level of skill and professionalism with their in-house sales team. To move the company to the next level, Opensense would need to learn how to source, manage, and convert larger deals.
The Solution
Addressing the challenge of activating an outbound channel, President’s Club brought in an experienced SDR to provide consistent and measured efforts in reaching their target market. We conducted an in-depth audit of Opensense’s current business and sales processes, finding room for improvement in both the consistency of existing outbound efforts and the target market Opensense was reaching out to.
To maximize inbound leads, President’s Club led by example, providing hands-on Account Executive services for Opensense and their existing sales team. We trained the existing SDR and AE teams, participated in sales meetings, reviewed pipeline, and assisted in closing business.
By activating the outbound channel and improving performance with inbound leads, President’s Club was able to expand Enterprise sales for Opensense.
The Benefits
Within the first 90 days of providing Account Executive work on Enterprise deals, President’s Club has closed Opensense’s largest deals to date. Opensense is now targeting over $1M in revenue in 2023 from Enterprise sales.
Our training with the existing team immediately raised the professionalism of the sales organization. Providing confidence in approaching deals, irrespective of deal size, has shortened time to close, and built a more aggressive and assertive sales team.
Keys to Success
President’s Club worked closely with Opensense, identifying their unique challenges and taking a consultative approach to the solution. We set up both inbound (already existing) and outbound processes for the SDR/BDR teams, provided hands-on training to the existing sales team, and built the Enterprise channel as an individual contributor on the sales team. Opensense now has the confidence to close larger deals and hire and train teams to achieve success.
Quotes
Stephen has provided a massive benefit beyond revenue.
Bobby Narang, Co-Founder
Stephen has been a strong example of an individual contributor at Opensense. He is a real teammate. It feels like he is wholly a part of Opensense.
Bobby Narang, Co-Founder
I was most impressed by the amount of depth that was provided. It was clear that we were getting a consultative approach, not just a one-size-fits-all approach, something that was very much tailored to our business.
Bobby Narang, Co-Founder
I have the confidence as a manager that when we are getting those inbound leads we are maximizing those opportunities and converting them into customers.
Bobby Narang, Co-Founder
Stephen brought a level of skill and professionalism to our sales team that as a young, scrappy team we just didn’t have. Instantly that brought up the quality and expertise to our approach, specifically with larger, more complex deals.
Bobby Narang, Co-Founder
