Inside Sales & GTM Transformation

SaaS & Digital Services Organization

Background

A fast-growing SaaS and digital services organization offering engineering, QA, AI, and cybersecurity services was struggling to scale its inside-sales function. While demand generation activities were active, outcomes were inconsistent.

Challenge

• SDRs measured on activity volume rather than quality
• High no-show rates and inconsistent meeting quality
• Weak marketing-to-sales handoffs
• Lack of structured qualification and ownership

Zenkraaft’s Role

Zenkraaft was engaged to audit and stabilize the inside-sales system, working closely within the team to bring clarity across people, process, and execution.

What We Did

• Conducted a full diagnostic of SDR workflows and handoffs
• Introduced structured qualification and conversation frameworks
• Designed no-show prevention and recovery cadences
• Established clear ownership across marketing, SDRs, and sales
• Delivered hands-on coaching and real-time feedback

Outcome

• Shifted focus from activity to relevance
• Improved meeting quality and acceptance
• Reduced funnel leakage
• Built a repeatable inside-sales playbook