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CASE STUDY

Helping Quorum Build Pipeline and Train New Hires With a Proven Methodology

Quorum had ambitious goals and a growing sales team. But with inconsistent outreach and limited process, onboarding new reps and generating qualified leads was challenging. FRONTLINE Selling gave them a repeatable way to reach the right people and build real momentum. Just one month into the program, they secured a $1 million opportunity and hit the highest lead volume in over four years.

About the Client

Driving Digital Transformation in the Energy Industry

Quorum Business Solutions is a leading provider of software for the oil and gas sector. Their platform of integrated solutions supports hydrocarbon management and energy operations at scale. Headquartered in Dallas, Quorum works with some of the world’s largest energy companies and has been driving digital transformation in the sector since 1998.

 
ABOUT THE PROJECT

Client: Quorum Business Solutions
Location: United States
Industry:  Oil & Gas Software
Web: www.quorumsoftware.com

CHALLENGES

Scaling Outreach While Training a New Sales Team

In late 2016, Quorum set aggressive new marketing goals and began reevaluating how they generated leads. They had onboarded two new sales reps and were preparing to hire a third. The challenge was implementing a repeatable methodology that allowed new hires to ramp quickly, generate leads fast, and build confidence on the phones.

THE SOLUTION
A Proven Sales Framework That Delivers Consistency and Confidence

Quorum implemented FRONTLINE Selling’s structured sales methodology to support ramping, execution, and long-term performance. The program included:

  • Sales training that helped new reps start booking meetings
  • all scripts and email templates integrated inside Salesforce
  • Coaching that changed how the team approached outreach
  • Techniques for connecting with gatekeepers and key players

Reps began building better habits, leadership gained visibility, and the team had a consistent way to reach enterprise buyers at companies like Shell and ConocoPhillips.

THE RESULTS
Lead Volume Surged and Reps Hit Their Goals With Ease

The impact of the program was immediate. Quorum booked a $1 million opportunity within their first month and achieved record-breaking lead generation compared to the previous four and a half years.

  • Highest lead volume in over four and a half years
  • $1M opportunity created in the first month live
  • 190% of sales plan achieved by mid-year
  • More outbound results than all of 2016 combined

Process, Confidence, and Real ROI

Quorum’s Business Development Manager, Stuart Smith, shared his experience using FRONTLINE Selling’s methodology to shift team performance and approach.

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“My team surpassed our goals for the half year with ease. We have more outbound opportunities through June than we had all of 2016. We are currently on pace to hit 190% of plan.” “Using FS, it was the first time I realized that when you befriend administrative assistants and ask for their help, they’ll tell you everything you need to know, including who you really need to talk to.” “FS showed us a way of getting into companies that we had not thought of before, and the results have been outstanding.”

Stuart Smith, Business Development Manager
Quorum