Case Study

Training Increases Sales Revenue by 157% for Contractor Services Client

contractor services prolift rigging logo

About ProLift Rigging

Formed in 2010 out of a small, local rigging outfit in Lynchburg, VA, ProLift Rigging has been serving its customers nationwide with industry-leading full-service lifting, rigging, and relocation solutions. 

Challenges

ProLift Rigging approached Topaz with three primary challenges that were negatively impacting their business and growth plans:

  1. They lacked an effective sales strategy to structure their sales organization around.
  2. They needed sales leadership to build buy-in across the entire organization so that everyone (from in-office employees to on-the-ground workers) could be on the same page.
  3. Their teams spent too much time working on prospects without potential, so they wanted a more effective solution for qualifying customers.

They chose to work with us because of our LMS’ easy-to-use interface and cohort coaching model that challenged their team to start applying best practices and new strategies immediately.

How We Helped – Solutions and Results

As a referral, ProLift reached out seeking sales training for a sales manager and salesperson on their branch sales team.  We asked the ProLift team if their people were trainable, to which they weren’t sure of the answer. A budding relationship was formed.

Our first step was performing sales evaluations for their team to determine sales potential and whether they were trainable and coachable. Matt was so impressed with the information he learned from the evaluation that he wanted others to go through the process as well.

Once we did the evaluations, we provided sales training for the entire sales team, including branch managers. Through training, we empowered them to have high-impact conversations with their customers while wasting less time on prospects who weren’t likely to turn into paying customers. One Topaz tool that has single-handedly changed their business is the Pre-Call Planning Guide used to prepare for upcoming prospect meetings. A small group reviews the prospect opportunity and develops questions to ask to uncover their prospect buffering and rigging needs. Their sales leaders and reps learned how to quickly get to the truth and root of their customer’s pain, saving enormous amounts of time and resources on most prospects.

The Buyer Facilitator by Topaz philosophy and process has become the foundation for how Prolift engages its prospects and clients.

With all the initial sales success, there was now a need to achieve their company expansion goals, which required hiring more top-performing salespeople. ProLift partnered with Topaz to implement the Metahire sales hiring system to equip them with the knowledge, tools, and resources to customize the hiring process and hire a team of winners. 

As the ideal sales hires came on board, they too were equipped to sell using Buyer Facilitator, and now ProLift has a common sales language and one process and philosophy followed by all. During the first year of Topaz training, ProLift grew sales revenue by 157% and sales profit by 231% — a win-win!

Hear from ProLift Rigging

“Their delivery model is efficient. Rather than huddling our sales team in a room for a week, they deliver learning modules online, reinforce the learning through a weekly cohort discussion, then gain commitment from our team to apply what they’ve learned. Topaz has radically transformed our team for the better.” 

-Matt Brennan – ProLift Rigging

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