Railsr are a FinTech company that enable organisations to take advantage of banking services through embedded finance experiences, to help companies create amazing moments for their customers or fans.
Phil Widdop, Global VP of Sales Operations, states Railsr didn’t have a standard process to go ‘’to look for new business’’ through outbound, ‘’to supplement our growth at the speed we wanted to.’’
And although Railsr had traditionally been very successful in inbound, ‘’we never really had a uniform process to deal with all our inbound channels’’ which was the ‘’lifeblood of our business.’’
Therefore they engaged Cosmic Growth’s B2B sales training team to help them with both the inbound process and to get a full outbound sales process in motion ‘’to make sure we had a solid foundation on which to build from.’’
A big part of the process that impressed Phil is Railsr is ‘’not your standard business.’’ Therefore a cookie cutter copy and paste approach wasn’t going to work.
‘’The fact Cosmic Growth came in and listened to us, to understand our business, and then applied that into their processes was important.’’
That was the first part of the engagement. Meeting with all stakeholders from different teams and departments as well as studying their existing data, playbooks and processes to truly understand who they were trying to target, what would be successful, what was a good lead, and how they could best utilise that knowledge at the top of the funnel. Cosmic Growth then created a customised sales playbook and sales cadences to fit Railsr’s goals, and trained and coached Railsr’s SDRs from these documents as a central foundation, whilst recognising they had teams and people from around the world who had different challenges to overcome.
Phil states Cosmic Growth had ‘’one central playbook, but trained us on the different flavours of this playbook to different geographical markets.’’
This training was then followed up with regular sales coaching sessions.
In terms of results, from Rails’s inbound book of business ‘’the heartbeat of our business, we actually produced 11% more pipeline‘’ and ‘’where we’re getting hundreds of inbound leads, converting 10% had a massive impact on our pipeline and what we were actually putting into our sales team.’’
‘’From the outbound book of business we were quite immature.’’ After working with Cosmic Growth, ‘’we saw a really huge leap of around a 400% growth in the meetings or conversations that we were having.’’
Away from numbers, the whole process helped Phil understand that ‘’this part of their sales process was solid’’ so he could focus his efforts on other parts of the business.
For the SDRs they had never had 1-on-1 training, a BDR Manager or anyone to guide them on this journey. Therefore having Cosmic Growth come in ‘’was absolutely game changing for them.’’
Phil states Railsr now have a ‘’North Star document’’ and processes that they didn’t have before and ‘’I don’t think we would be able to scale our top of funnel if that wasn’t there’’.
‘’In terms of Cosmic Growth coming in and delivering what they said they’d do, they’ve done exactly that.’’
Railsr are a FinTech company that enable organisations to take advantage of banking services through embedded finance experiences, to help companies create amazing moments for their customers or fans.
Cosmic Growth is a B2B sales training consultancy that enables companies to increase the number of outbound sales meetings they book through custom sales playbooks, sales cadence development, and sales coaching.
Including templates for ideal customer profiles, buyer persona goals and challenges, probing questions, outreach guidelines, customer stories and objections
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