A Groundwater Treatment Systems Manufacturer increased win rate 185%
By codifying process, enablement, and CRM workflows, the company grew bookings 60%, lifted win rate 185%, and cut ramp time 33%.
A vertically integrated manufacturer of groundwater treatment systems faced accelerating regulatory tailwinds and a lacked clear expansion thesis. To capture demand across public sector and commercial buyers, leadership needed a repeatable sales system that could scale capacity and shorten time-to-productivity.
Market opportunity outpaced execution because the sales motion relied on tribal knowledge, limited RevOps capacity, and a CRM that could not support forecasting or consistent coaching.
Mapped the current motion, deal flow, and bottlenecks to define the target operating model.
Documented personas and stage-by-stage buyer actions tied to exit criteria.
Built a structured, stage-gated process with clear handoffs and coaching triggers.
Converted strategy into seller-ready tools (rate cards, deal guidance, exception logic, talking points).
Created role-based plays, talk tracks, and discovery guides to drive consistent execution.
Delivered a modular onboarding and certification program to speed ramp and standardize training.
Reconfigured stages, required fields, and definitions so the CRM reflected reality and supported forecasting.
Implemented routing, task automation, and deal workflows to reduce manual work and prevent leakage.
Launched dashboards for pipeline coverage, conversion, cycle time, and rep activity to drive weekly operating cadence.
Trained leaders and transferred tools, templates, and governance so adoption held after rollout.