GROWTH IMPACTS
Company Overview
Founded in early 2020, Healthing.ca quickly established itself as a trusted source for health news, reliable information, and real-life narratives for people navigating illness and recovery. Recognizing an untapped segment in the market, this dedicated four-person startup offers advertising opportunities on its platform.
Who we worked with:
Business Leaders Looking to Scale Sales
Fractional Sales Leadership
Revenue Enablement Services
Sales Playbook
GTM Strategy
Company Goals
With founder bandwidth challenges and a need for internal sales expertise, Healthing.ca realized that an inefficient sales strategy and CRM processes were limiting its growth. Having reached $100K organically, they contacted TeamRevenue to help develop a scalable outbound sales process to scale their business.
Challenges & Observations
As we began our three-month engagement, we identified the following challenges:
- The company relied on sporadic sales within known networks for its sales strategy.
- Inefficient sales and CRM processes created a sense of dysfunction within the organization and hindered their ability to realize their full potential.
- Two recent sales hires operated with minimal direction.
- Their focus was on high-value advertising targeting a niche audience.
- Sales typically involved a medium-to-long cycle.
- Generally, the company knew who they wanted to sell to, but they lacked a clear, documented sales process to follow.
- The CEO needed more resources and sales expertise on the team.
Growth Impact & Outcomes
- The sales process and CRM enhanced Healthing.ca’s ability to rapidly scale sales opportunities.
- Within two years of implementing its go-to-market strategies, Healthing.ca went from its initial $100,000 in revenue to $5M without adding new sales resources. 50X growth
- As a result of the changes implemented by TeamRevenue, Healthing.ca became an attractive acquisition target and merged with a large conglomerate. It is now leveraging hundreds of new salespeople to amplify its offerings.
The Approach & Solutions
Step 1 - Diagnose
- Audit the current sales organization, people, processes, tools, and systems.
- Provided our observations and recommendations to the executive team.
- Develop an execution plan to achieve the company’s revenue objectives.
Step 2 - Interim Leadership
- Develop the go-to-market sales strategy.
- Develop a three-month plan for the execution of the new sales strategy.
- Evaluate the technology sales stack needed to execute the new sales strategy.
Step 3 - Sales Enablement
- Implement Hubspot CRM as the central sales technology stack.
- Provide the training, coaching, and enablement support required to adopt the new sales processes.
- Define and document the ideal customer profiles and buying committee personas.
- Iterate sales process improvements with active sales feedback to ensure process governance and desired outcomes.
- Define sales metrics, KPIs, and sales targets.
- Create outbound sales motions for improved outbound sales efficiencies.
- Document and provide ongoing coaching and support as required to drive adoption.
“Before TeamRevenue, we had a significant lack of resources and no real go-to-market sales strategy. Their strategic sales advice and CRM expertise were crucial for our rapid growth. We evolved from a startup to a $5M enterprise in two years, leading to a significant merger in our marketplace. The right processes and partners are invaluable.”
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