From Stale to Sold
Challenge.
Process snags, not sales slumps.
Valiant Energy Solutions was sitting on a mountain of untapped potential: $4.9 million in open proposals by year-end, left unconverted not due to a lack of effort but from inefficiencies and misalignments within their sales processes. These process gaps meant that sales couldn’t engage effectively, leaving significant revenue unclaimed. As Valiant Energy was navigating a pivotal rebrand and internal restructuring, the mandate from the CEO was clear: streamline the deal-closure process urgently and recover as much revenue as possible before the fiscal year.
Solution.
Powering sales with smarter marketing.
RIVET stepped in not to take over but to empower. We dissected the stalled deals, organized them by type and rep, and launched a full-throttle email blitz using Outreach, a cloud-based platform that enables greater sales engagement. Our emails didn’t just nudge—we were bold and direct, offering exclusive, limited-time deals and prioritized installations. These weren’t mere follow-ups; they were undeniable calls to action, designed to drive decisions. This approach ensured that customers understood the value of acting swiftly, and it demonstrated to the sales team that marketing could be a powerful ally in driving closures.
Results.
From stagnant deals to $700K in closed revenue.
No one wants to lose an opportunity handed to them on a silver platter. The campaign struck achord. Customers responded eagerly to the revamped proposals, drawn by the direct approach and significant benefits. Within just 30 days, this dynamic strategy helped convert stalled proposals into $700,000 in actual revenue. But the impact went beyond just numbers. The initiative served as a crucial step in redefining internal operations and aligning sales and marketing efforts. It wasn’t merely about clearing old accounts but setting a precedent for how streamlined processes could drive better sales outcomes. For example, we reinforced the importance of 4 hours as a standard “time-to-touch” metric, as salespeople have a 4X greater chance to close a deal if they respond within this period. This reengagement initiative not only reinvigorated Valiant Energy’s sales pipeline, but we also helped to shift the lens to reevaluate our ideal customer profile. “Close the deal or move on” was a part of that. A sense of urgency was reborn, and it stuck.
Valiant Energy didn’t need more leads; they needed a strategy that refused to let revenue slip through the cracks. Marketing stepped up as a strategic partner to sales, proving that the right processes and collaborative spirit can turn potential into profit. When every dollar counts, the difference between “we’ll think about it” and “let’s do this” is a strategy designed to win. At RIVET, that’s exactly what we do.
$700K
revenue generated within 30 days of campaign launch
