James Carbary

Founder at Sweet Fish Media

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The Sales Process Tweak That’s Generated $3 MM in New Late-Stage Pipeline

James Carbary

Founder at Sweet Fish Media

Full Profile »

In this episode we talk to Matt Gingerich, VP of Sales & Success at Bombora.

Matt shares the sales process change that has contributed to $3 MM in late-stage pipeline over the past 90 days.

Moving away from the typical pilot or PoC model, Bombora’s Sales & Customer Success teams are teaming up to create 90-day action plans with future customers to “pre-onboard” them before they sign a new deal.

The results on sales velocity & negotiation with Procurement have been tremendous, often cutting time spent on negotiation with Procurement in half.

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