AccessPay is a FinTech SaaS organisation that connects organisations’ back office finance systems to their banks. As a result, they help companies to automate and secure their B2B payment processes. Caroline Meredith, Sales Director, is responsible for the SDR team, new business and account management.
Before working with Cosmic Growth to help with their B2B sales training, Caroline and AccessPay recognised they ‘’could do with some external support to define some of our SDR processes and look at how we could enhance the effectiveness of our SDR team.’’
‘’Pipeline is the lifeblood of what we do’’ states Caroline, and ‘’the SDRs are our lifeblood of our business.’’ However ‘’the SDRs are the least experienced sales people that we have,’’ who play such a crucial role in the growth of their business.
A key goal was therefore to ‘’develop the SDRs, with the plan of hiring for the long term with growth and retention in mind.’’ After all, ‘’if the SDRs are hitting their targets, that builds their confidence’’ and Caroline wanted them to see a logical, long term path for promotion, whilst showing that AccessPay understood their value and importance to the business.
Cosmic Growth began their work by both analysing all AccessPay’s sales documentation, and conducting a number of interviews with management, sales representatives, and other key stakeholders to understand the company’s existing sales processes, ideal customers, their pains, the broader industry, and more.
With this information – along with their internal processes and expertise – Cosmic Growth created a custom sales playbook, sales cadences, and a sales rep training program to help effectively position AccessPay to their market across numerous channels in a clear and structured format.
All this work was then supported with regular sales coaching sessions.
Caroline states that ‘’it’s usually deal size and total opportunities we’re tracking’’ and that since working with Cosmic Growth ‘’both have increased.’’
In fact AccessPay’s SDR team have ‘’managed to increase the average deal size by about 25%’’.
They also know now that with the onboarding process and enablement work they go through with the SDRs, they can get them ‘’to full speed within 3 months’’ and ‘’have a fully operational SDR hitting target usually by month 4.’’
A key part of Cosmic Growth’s work however was not just in the direct results, but also thinking about ‘’the people in the team and the support and development you can give them. It’s a really tough job and for this to be your first and second job. It’s really important to recognise how important they are and how tougher job that they do on a day to day basis.’’
‘’The SDRs really appreciate the support and the investment that your business would make in a 3rd party company coming in and thinking about how can they make their lives easier, and how can they make them more successful’’ and in short ‘’all these things make for a happier SDR team.’’
Caroline’s advice to anyone thinking about working with Cosmic Growth is ‘’to be open minded about your current process and the goals you’re looking to achieve, and to use Cosmic Growth to map your way from A to B.’’
‘’There may be only a couple of small gaps, but these gaps can really move the needle and make quite a big difference.’’
AccessPay is a FinTech SaaS organisation that connects organisations’ back office finance systems to their banks. As a result, they help companies to automate and secure their B2B payment processes.ç√
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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