Client Case Studies
Real Teams. Real Challenges. Real Results.
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(And yes — real smiles by the end.)
Every sales organization has its own personality. Some are overwhelmed. Some are inconsistent.
Some are growing so fast that the wheels are starting to wobble.
Wherever they begin, my job is always the same: bring clarity, structure, confidence, and results.
Here are a few stories from teams I’ve helped transform.
High-Growth Home Services Company Reinvents Its Sales Process
(and Its Confidence)
Industry: Home Services (B2C)
Team Size: 30 reps, 4 managers
What they needed: A complete sales system… because everyone was doing everything differently
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The Challenge
This company was scaling fast — but their sales team was not. No scripts. No process. No onboarding. No coaching rhythm. Reps were “winging it,” managers were overwhelmed, and performance varied wildly from person to person.
The CEO said, “It feels like we built the plane while flying it… and we’re running out of runway.”
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What I Did
✔ Built a full, modern, easy-to-use Sales Playbook
✔ Designed a complete 30/60/90 onboarding program
✔ Trained all reps on methodology, objections, discovery, and closing
✔ Coached managers on how to become actual coaches
✔ Implemented KPIs, scorecards, and weekly sales meetings
✔ Created a compensation adjustment that aligned rep behavior with revenue goals
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The Results
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22% improvement in close rate within 8 weeks
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43% reduction in “inconsistent rep behavior” (yes, we measured it!)
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Managers gained a repeatable coaching system instead of firefighting
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CEO reported “the most confident sales culture we’ve ever had”
And most importantly?
Reps stopped winging it — and started winning.
A SaaS Company Needed Stronger Leaders - Not More Tools
Industry: SaaS
Team Size: 12 AEs, 3 sales managers
What they needed: Leadership development + clarity + real coaching
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The Challenge
This team had every tool in the world - Salesforce dashboards, Gong, Slack channels, automations - yet performance was flat. Reps weren’t being coached, managers weren’t confident, and the VP felt like she was leading alone.
Unsurprisingly, the AEs were burning out and morale was sinking.
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What I Did
✔ Weekly 1:1 coaching for the VP and all sales managers
✔ Built custom leadership development curriculum
✔ Implemented a coaching cadence + templates they could actually use
✔ Rebuilt their KPI framework to eliminate “vanity metrics”
✔ Facilitated team workshops on discovery, value articulation, and confidence
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The Results
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Manager coaching hours increased by 300% (from “almost none” to real coaching)
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Reps improved discovery scores by 28%
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Churned pipeline volume dropped by 19%
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VP reported feeling “supported, balanced, and equipped to lead again”
The team didn’t need new tools.
They needed leaders who knew how to build other leaders.
Family-Owned Business Modernizes Sales Without Losing Its Culture
Industry: Retail + Home Improvement
Team Size: 18 reps, 2 managers
What they needed: Modernization… gently
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The Challenge
This was a beloved family-run business with amazing heart — but outdated sales practices. They feared that bringing in structure would “change who they were.”
Spoiler: It didn’t. It actually made their culture stronger.
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What I Did
✔ Conducted culture & process assessment
✔ Introduced modern—but simple—sales systems
✔ Built objection handling + value selling frameworks
✔ Trained reps without overwhelming them
✔ Designed a new compensation plan that was motivating and fair
✔ Implemented CRM workflows that matched their reality
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The Results
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30% increase in revenue per rep
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Smoother handoffs → significantly fewer customer complaints
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Team morale improved because expectations became crystal clear
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They said the structure “felt like an upgrade, not a takeover”
And yes - the family’s signature warmth remained fully intact.