Sales

3 Tools To Transform Your Design-Build Sales Process

This design-build firm wanted to grow, but its long sales process held it back. Now they've doubled revenue and sell four times faster than before.
Nov. 12, 2024

As a white-glove service, high-touch design-build remodeler, scaling up the business can be tricky. When deciding to grow Cornerstone Remodeling, we found our sales process held us back. Today, it’s four times faster, and we sell at a pace comparable to a company five times our size.

We initially spent a lot of time dialing in project details and presenting an amazing estimate to our homeowners, which resulted in higher closing rates. This capped how much work we could take on. If we were to grow, we’d have to hire. It’s a common challenge.

In adjacent industries, like home improvement, the sales cycle is short, making it easier to get high revenue and fast turnover. We are not a quick-turn business, but I set out to make our cycle shorter while keeping the customer perspective in mind. In just under two years, revenue has more than doubled.

First, we poked holes in our process and took a stab at every bottleneck, and in our discovery, we began to re-engineer the whole process. It all began with empathy mapping.

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