Digital Agency: From Feast-or-Famine to Predictable Growth
The Feast-or-Famine Cycle
Every agency owner knows: land a big project, get busy, neglect sales, pipeline dries up.
Breaking the Cycle
1. Always-On Outbound
Automated sequences using Apollo.io.
2. Pipeline Visibility
CRM dashboard showing gaps 60 days ahead.
3. Capacity Planning
Matching sales targets to delivery capacity.
Results
- Revenue variance dropped from ±45% to ±12%
- Pipeline coverage at 3× target
- YoY growth of 38%
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Turning Around a Failing Sales Team: From 20% to 45% Win Rate
A technology services firm had a sales team with a 20 percent win rate burning 35K per month. Instead of cutting the team, we fixed the system. Four issues were identified: no qualification standards, inconsistent discovery, no coaching culture, and wrong metrics. Over 12 weeks we overhauled qualification, trained a discovery framework, implemented live call coaching, and replaced activity metrics with outcome metrics. Win rate climbed from 20 to 45 percent, deal size increased 25 percent, sales cycle shortened 30 percent, and revenue grew 35 percent — with the same team.
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