Concept3D’s Account Executives Improve Conversion Rates

Concept3D provides software for location-driven virtual experiences that engage audiences and centralise events into one fully-branded calendar.

The software serves the higher education community and is used by over 70% of the top 100 universities.

Carlos Perez, CRO at Concept3D is charged with building scalable and repeatable go to market strategies that drive revenue and growth.

Before working with Cosmic Growth, Carlos explains that, ‘’as I looked at my sales team, while I said this is an amazing team, I knew we could continue to get better. And that translates into two key things.’’

‘’One is improved performance, so sales people are doing better and the company’s doing better.’’

‘’But the other is satisfaction and retention of the sales team. So when you build out a strong sales team, it’s always a challenge to keep them retained, to keep them excited, to keep them growing.’’

‘’So that was really my mindset. How can we invest in their growth, in their improvement and continue to raise our game?’’

The coaching and training was primarily targeted to Concept3D’s Accounts Executives (AEs), the team responsible for closing deals from leads the company had generated.

Cosmic Growth began their work by both analysing all Concept3D’s existing sales documentation, and conducting a number of interviews with management, sales reps, and other key stakeholders to understand the company’s existing processes, ideal customers, their pains, the broader industry, and more.

With this information – along with their internal processes and expertise – Cosmic Growth created a tailored sales playbook, sales cadences, and sales training program to help effectively position Concept3D to drive conversions and revenue, and ensure their team were growing both personally and professionally.

All this work was then supported with regular coaching sessions.

And Carlos explains that the biggest area of focus for him was one on one coaching, stating it was ‘’tailored, focused and dynamic.’’

In terms of results, Carlos states that, ‘’the team has had a great year this year. So I would certainly suggest that the training and ongoing improvement has contributed to that.’’

And crucially he states, ‘’our sales conversion rates are strong and certainly have improved year over year.’’

Speaking about wider feedback Carlos emphasises that, ‘’the AEs and sales leads have all given positive feedback for their engagement with Cosmic Growth, both in terms of they feel their skill sets have improved, and that it’s contributing to their ability to close and advanced deals.’’

‘’I think the team all acknowledges that we’re investing in their growth, that we’re demonstrating that we’re willing and able to contribute to their skill development, to making them better.’’

Finishing up, Carlos states, ‘’I certainly feel it’s a strong ROI and would recommend!’’