What’s on Mark Truman’s wish list? Filling his sales team’s pipeline with truly qualified leads and knowing when to disqualify a prospect.
Mark is the Chief Revenue Officer (CRO) at EdgePetrol, a UK-based software company that specialises in fuel price optimisation. Their pricing software gives petrol station owners real-time, accurate insights to help them maintain or increase volume and fend off aggressive competition by making better pricing decisions.
But Mark and his team ran into some roadblocks while trying to meet their pipeline goals.
EdgePetrol’s prospect base was so used to the status quo, they didn’t recognize their situation as problematic, or see a need for a solution. With a global pandemic and an off-kilter economy, EdgePetrol needed new ways to build a highly qualified pipeline and communicate its product’s value so it could close big deals.
How did the company regain its balance? Gong’s Revenue Intelligence platform helped EdgePetrol create predictable revenue and understand its customers’ needs.
In a matter of months, thanks in part to Gong, EdgePetrol hit meaningful milestones:
✅ 300% increase in pipeline
✅ 66% decrease in employee ramp time (from 18 to 6 months)
✅ 10% increase in close rate
✅ Shortened sales cycle
✅ Larger average deal size
✅ Saved at-risk deals
✅ Gained insights about the business and the market
✅ Retained and grew existing customer accounts
✅ More qualified opportunities
A rapidly growing startup, EdgePetrol wanted to optimise its sales process to create predictable revenue and maximise its pipeline.
Recorded calls that allow reps to go back and self-coach
Deal insights so managers can pinpoint coaching opportunities for everyone (and save time and money when onboarding new reps)
A Deal Board so reps can quickly see whether a deal is qualified