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IT Services / Managed Services

Fixing the Conversion System at a Managed Services Firm

Veritas Systems

Sales ConversionIT ServicesDiscoveryClose Rate

Veritas was generating adequate pipeline but struggling to close. Discovery conversations were capability-led, not reality-led — and prospects were leaving without a clear understanding of what Veritas uniquely solved for them. GROW rebuilt their entire sales conversation architecture around the Need Behind Need framework.

40%Improvement in close rate
50%Reduction in "no decision" losses
6 wksTo measurable results

The Challenge

Long sales cycles, high deal loss to "no decision," and capability-led discovery conversations.

The Outcome

A customer-reality-led sales conversation framework and a structured close process that reduced deal loss to "no decision" by half.

Commercial Discovery Assessment

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