Interim Case Studies
Sales Diagnostics & Revenue Health Assessment
A technology organisation showed strong inbound demand but continued to underperform commercially. The team was busy, yet revenue stalled due to poor qualification, inconsistent messaging and unclear ICP prioritisation. CRM discipline had deteriorated to the point where fewer than half of all opportunities contained reliable data.
Leadership felt blind: forecasting became guesswork, stalled deals were accepted as normal, and no one could articulate where revenue was being lost. The cost of inaction was growing — with three missed quarters already and pipeline momentum slowing.
Strategy
Create a deep, data-led assessment of the entire commercial engine to expose the real blockers to revenue.
Build a Revenue Heatmap that quantified where conversion breakdowns occurred, which behaviours created failure points, and how much revenue was being lost at each stage.
Prioritise fixes that delivered the highest ROI in the shortest time and produce an actionable commercial recovery plan.
Execution
• assessed 12 months of pipeline performance, deal ageing and win/loss trends
• rebuilt CRM dashboards to expose real behaviour patterns
• shadowed buyer calls to identify friction and message gaps
• analysed qualification behaviour and ICP fit
• mapped buyer interaction sequences to identify where momentum died
• built a clear list of high-ROI interventions for leadership and the team
Results & ROI
• conversion rates increased 45% within the first quarter
• forecast accuracy improved 30%, restoring trust in the numbers
• pipeline velocity accelerated, especially early stage
• reps shifted from chasing low-value deals to prioritising high-probability opportunities
• three stalled opportunities requalified into late-stage deals, adding six-figure potential
ROI:
The diagnostic recovered a pipeline value equivalent to 10–15x the engagement cost, while preventing continued revenue decline.
Interim Sales Leadership & Commercial Management
A rapidly growing technology business lost its sales leader unexpectedly, leaving the team without direction just as the company prepared for an important growth quarter. Outbound activity fell by more than half, pipeline coverage dropped below 1.5x, and the team struggled to prioritise effectively.
Without immediate intervention, the organisation risked missing its targets, delaying product adoption and eroding investor confidence.
Strategy
Step in as an interim Head of Sales with full operational responsibility.
Stabilise performance in the first two weeks, rebuild clarity and execution discipline, and ensure the team had the structure and support required to deliver results without a permanent leader in place.
Execution
• rebuilt GTM focus around high-probability market segments
• implemented weekly forecasting governance and deal accountability
• hired and trained new BDMs to restore outbound engine
• coached reps inside active enterprise deals to regain confidence and momentum
• aligned marketing, sales and delivery around a unified operating rhythm
• took ownership of critical opportunities to prevent revenue slippage
Results & ROI
• pipeline coverage increased from 1.5x to over 3x
• outbound increased 60%, restoring deal flow
• stalled deals reactivated and progressed toward close
• team confidence and execution discipline rebounded rapidly
• quarterly targets brought back within reach
ROI:
The intervention protected high-value deals and avoided a potential six-figure revenue gap, delivering approximately 8x ROI through recovered pipeline and improved conversions.
Enterprise Deal Leadership & Hands-On Sales Execution
A technology provider consistently reached late evaluation stages in enterprise cycles but struggled to close. The team lacked senior enterprise selling experience. Value propositions were too tactical, and proposals did not articulate strategic ROI or risk reduction clearly enough for C-suite decision-makers.
As buying committees expanded, the company’s absence of structured enterprise methodology created delay, uncertainty and lost opportunities.
Strategy
Take ownership of strategic enterprise deals, reframe the commercial narrative around outcomes rather than features, and build a repeatable enterprise sales motion that supported long-term revenue growth.
Execution
• ran C-suite conversations focused on transformation, ROI and risk mitigation
• mapped buying groups and identified hidden blockers
• rebuilt value propositions around measurable business impact
• coached AEs through complex negotiations
• implemented enterprise deal plans to create alignment and next-step clarity
• refined competitive positioning to neutralise rivals early
Results & ROI
• win rates improved by more than 25%
• enterprise cycle times reduced by 20–30%
• multiple seven-figure deals moved to close
• AEs gained confidence running strategic cycles independently
• increased credibility with enterprise buyers
ROI:
Each enterprise win generated 5–10x ROI on the engagement through long-term contract value and multi-year service expansion potential.
Sales Operating System Design & GTM Enablement
A digital engineering and software services organisation expanded quickly, but its sales methodology lagged behind growth. Reps executed deals inconsistently, forecasting varied by individual, and leadership lacked a unified view of revenue performance.
The business needed an operating system capable of scaling across multiple regions, solutions and deal sizes.
Strategy
Design and deploy a global sales operating system based on proven frameworks that would ensure consistency, forecasting accuracy and predictable pipeline movement.
Execution
• embedded MEDDPICC, Challenger and SCOTSMAN across all teams
• defined crisp stage exit criteria for every stage of the sales cycle
• created a reliable forecasting cadence with supporting governance
• rebuilt CRM workflows, reducing admin by half
• designed outbound playbooks aligned to ICP buying triggers
• rolled out training and adoption structures to enforce consistent execution
Results & ROI
• forecast accuracy improved 35–40%
• deal velocity increased up to 25%, decreasing slippage
• win rates improved meaningfully across markets
• reps gained clarity on qualification and deal strategy
• selling time increased due to a 50% reduction in admin time
ROI:
The operating system supported multi-region growth and unlocked several million in long-term revenue potential, delivering 12–15x ROI when measured against annualised gains.
Market Expansion & New Revenue Motion Development
A technology company wanted to expand into new geographies and launch new delivery capabilities. Previous attempts were slow, costly and ineffective due to poor ICP clarity, weak partner strategy and untested messaging.
Leadership lacked confidence in where to invest and feared entering markets that would not convert.
Strategy
Build a data-backed market expansion framework grounded in buyer intelligence, competitive insight and validated demand.
Prioritise markets with the highest conversion likelihood and lowest acquisition cost.
Execution
• refined ICP using AI-driven market signals and past deal data
• repositioned new propositions for region-specific buyer needs
• developed a partner-led entry model to reduce CAC
• tested messaging through early executive conversations
• activated targeted outbound to validate demand
• built a repeatable expansion playbook to scale entry
Results & ROI
• high-value enterprise conversations opened within weeks
• partner channels delivered early-stage qualified opportunities
• clear market priorities defined for the next 12 months
• validated messaging reduced wasted spend on low-fit segments
ROI:
The strategy reduced market entry time by 6–12 months, cutting expansion costs by up to 40 percent and unlocking new revenue streams worth multiples of the engagement cost.
Team Turnaround, Coaching & Capability Development
A sales team’s performance deteriorated as confidence dropped and execution became inconsistent. Mid-level reps struggled with qualification, messaging and momentum. Deals aged without progression, and productivity gaps widened across the team.
Strategy
Deliver a capability turnaround through structured coaching embedded inside live opportunities.
Shift the team from reactive behaviour to confident, proactive deal leadership.
Execution
• coached reps directly inside their most strategic deals
• refined messaging and value arguments to strengthen impact
• introduced structured deal reviews and accountability frameworks
• improved negotiation preparation and handling of objections
• built a weekly performance rhythm aligned to GTM goals
• reinforced high-performance behaviours through repetition and clarity
Results & ROI
• pipeline quality improved 40%
• deal progression accelerated notably across early stages
• reps demonstrated stronger qualification and confidence
• underperformers improved, narrowing performance gaps
ROI:
The turnaround increased team productivity and unlocked substantial hidden revenue, returning 6–9x ROI through improved bookings and higher-quality pipeline.