Driving Sales Success for a Portfolio of Start-Ups and Scale-Ups within the Blenheim Chalcot Portfolio

Hive Perform

Finance

The Challenge

We partnered with a range of start-ups and scale-ups within the Blenheim Chalcot portfolio, helping them boost their sales outcomes and overcome the challenges that come with scaling in competitive markets. Drawing inspiration from Mark Roberge's Sales Acceleration Formula, we crafted a tailored 7-step flywheel that became the backbone of our approach to improving sales performance across multiple companies.

Flywheel

The approach

The initiative involved applying Hive’s products Perform Intelligence and Perform Agent alongside a wider sales methodology to improve sales execution from the ground up. At the core of our strategy was Mark Roberge’s formula, adapted into a 7-step flywheel that guided every action. Hive Perform helped the teams focus on the following key areas within the process:

  1. Pre-call Preparation: Perform Intelligence analyzed sales teams' call transcripts, providing in-depth feedback aligned to a proven sales framework. This ensured that every call was better prepared and more aligned to the sales process.
  2. Proactive Nudging: Before calls, Perform Agent sent real-time nudges, highlighting key discussion points, objections to address, and sales strategies to employ, ensuring that sales reps were always equipped with the right approach.
  3. Playbooks and Decks: At critical points in the sales process, Perform Agent provided custom playbooks, ready for use when the team needed them most. These resources became essential tools in helping the teams deliver more tailored, effective pitches.
  4. Continuous Feedback and Iteration: By maintaining constant feedback loops through weekly check-ins informed by data from Perform Intelligence, we kept the teams aligned and continuously improved their sales performance.

Results

Over the course of the 2-month pilot, the results were clear:

  • Deals Closed increased by 200% across the portfolio of companies involved, demonstrating the effectiveness of the pre-call preparation and continuous improvement model.
  • Sales (£) grew by 133% amongst participating reps, showing how strategic support directly impacted the revenue-driving capabilities of the sales teams.
  • Deal Velocity improved by 33%, allowing teams to close deals faster and more efficiently, which is critical when scaling operations.

Conclusion

By working closely with the Blenheim Chalcot portfolio, we were able to craft a tailored strategy based on proven methods, such as the Sales Acceleration Formula, and implemented it in a way that provided measurable improvements in sales outcomes. Our approach didn’t just focus on increasing sales; it equipped teams with the tools, insights, and strategies needed to sustain that success over time.