Accelerating Financial Sales

Client Overview

A FinTech company providing lending and credit management solutions for financial institutions. With 110 employees and $16M in ARR, they had a strong product but struggled with extended sales cycles limiting their growth rate.

The Challenge

Despite strong market interest and a differentiated product, the company's sales process was hampered by extended decision timelines, complex technical evaluations, and multi-stakeholder buying committees. Sales cycles regularly extended beyond 12 months, creating cash flow challenges and limiting growth velocity.

Key issues included:

Average sales cycle of 14.6 months for enterprise financial institutions
Technical validation processes consuming 4+ months per prospect
Security and compliance reviews frequently restarting due to inadequate preparation
Sales team spending excessive time on unqualified opportunities
Limited executive engagement in the sales process
Inconsistent use of references and case studies to accelerate decisions

Our Approach

We implemented our FinTech-specific Growth Accelerator program:

Sales Process Mapping:
- Conducted comprehensive analysis of successful vs. stalled deals
- Mapped decision processes and stakeholders at target institutions
- Identified key conversion points and bottlenecks
- Measured time-in-stage across the pipeline
Strategic Redesign:
- Developed financial institution-specific qualification framework
- Created technical validation acceleration toolkit
- Designed security and compliance pre-qualification process
- Established executive engagement protocols for key accounts
Implementation:
- Deployed stakeholder mapping and engagement tools
- Implemented progressive technical validation methodology
- Created industry-specific ROI frameworks
- Developed reference program for peer validation
Enablement and Measurement:
- Trained sales team on financial institution buying processes
- Established leading indicators for deal health
- Created weekly optimization cadence for pipeline management
- Implemented deal coaching program for sales managers

The Results

Within 9 months of implementation, the company achieved:

Sales cycles reduced by 47% from 14.6 months to 7.8 months
Technical validation time decreased from 4+ months to 6 weeks
Security and compliance review time reduced by 63%
Conversion rates at key pipeline stages improved by 32%
Average deal size increased by 18%
Total revenue increased by 74% year-over-year

The sales acceleration enabled the company to significantly improve their cash flow position while maintaining their strong win rates against competitors.

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