SBR Consulting Accelerates Deal Velocity by 44%
At a glance
increase in deal velocity
increase in overall win rates
reduction in sales cycle
Who Is SBR Consulting?
“On a daily basis I am looking at things like pipeline change, how’s the forecast. On a team basis, we have a weekly call where we are looking at pipeline. To do this we pull Fullcast Revenue Intelligence up and look at the change, which are the key deals, which are trending up and down. On a monthly basis, we’ll do a deeper dive to pull out insights to present back to the board which show what has been happening.”
Alan Morton
Managing Director
As a specialist global consultancy, SBR Consulting helps businesses worldwide accelerate their revenue. They are experts in transforming sales performance and driving sustainable growth for their clients.
Despite being experts in revenue acceleration, their own go-to-market motion was hampered by a lack of pipeline visibility. Forecasting was based on intuition rather than data, leading to inefficient prioritization, missed churn signals, and stalled deals. Fullcast brought the data-driven clarity needed to align their teams and accelerate their own growth.
The Challenge
Data Blindspots
A lack of CRM visibility obscured the true health of the pipeline, forcing leaders to rely on gut-feel forecasting.
Relationship Gaps
Sales teams struggled to multi-thread with key decision-makers, making it hard to prioritize the right deals and contacts.
Hidden Risk
Before, the team couldn’t proactively identify and address churn risk as key relationships went cold.
The Solution
From gut-feel to data-driven. Made possible with Fullcast.
Automated Data Foundation
Fullcast automatically captured every contact and interaction, transforming SBR Consulting’s CRM into a single source of truth. This complete visibility gave sales and success teams a unified view to build on, adding over 4,800 missing contacts.
Actionable Relationship Intelligence
Using relationship scoring, SBR Consulting could objectively measure engagement strength with every account. This enabled them to improve multi-threading with key stakeholders and proactively spot churn risk before it impacted the business.
Proactive Pipeline Management
Fullcast delivered clear, forward visibility into the health of the pipeline. Leaders could instantly identify at-risk deals—such as stalled opportunities or those with single points of contact—and focus coaching on the opportunities most likely to close.
Data-Driven Forecasting
SBR Consulting moved beyond subjective forecasting. With a complete picture of deal activity and relationship strength, they armed their pipeline reviews with real data, enabling them to forecast with accuracy and make decisions that accelerated sales velocity.
The Results
From Pipeline Blind Spots to Predictable Revenue.
Accelerated Deal Velocity
With a clear view of every opportunity, their sales team could prioritize deals with the highest likelihood of closing. By focusing energy on the right accounts and multi-threading with key stakeholders, they increased deal velocity by 44% and boosted win rates by 27%.
Proactive Customer Growth
Fullcast’s relationship intelligence turned reactive account management into a proactive growth engine. SBR Consulting could now spot waning engagement and prevent churn, leading to a 30% increase in expansion win rates and a 35% shorter expansion sales cycle.
Data-Backed Forecasting
Guesswork was eliminated from the forecast. By grounding pipeline reviews in complete, accurate activity data, sales leaders gained forward visibility into the health of their business, allowing them to spot risk, coach effectively, and forecast with confidence.
