Case Study Flywheel Digital
Client Overview
Flywheel Digital is a Vancouver-based growth marketing agency specializing in paid media, SEO, and analytics-driven customer acquisition. The agency partners with leading education, retail and lifestyle brands to accelerate digital growth, improve ROI, and scale paid and organic performance.
As their client base expanded, Flywheel Digital needed a more structured and scalable sales organization to support continued momentum.
The Challenge
Before partnering with JZ Sales Consulting, Flywheel Digital faced several sales and operational challenges that limited sustainable growth:
- No defined sales process or formal go-to-market strategy
- Lack of consistent messaging and positioning in sales conversations
- No CRM or structured lead management system
- Inconsistent outbound prospecting and pipeline generation
- Limited visibility into sales performance, funnel metrics, and forecasting
- Close rates varied significantly due to lack of standardized process
The Solution
As a fractional sales leader, JZ Sales Consulting partnered with the Flywheel Digital leadership team to architect a scalable commercial system from the ground up.
1. Go-To-Market Strategy Development
Created a clear, integrated GTM strategy that aligned:
- Ideal customer profiles
- Agency differentiators
- Sales messaging and positioning
- Pricing conversations and proposal structure
2. CRM Implementation & Systems Buildout
Implemented a modern CRM and configured it to support:
- Lead intake and qualification
- Pipeline stages
- Deal progression workflows
- Task automation and follow-up discipline
- Reporting dashboards for leadership
3. Repeatable Sales Process Creation
Built a structured end-to-end sales model including:
- Discovery framework
- Proposal process and structure
- Follow-up cadences
- Objection handling playbooks
- Qualification rubric (ICP + scorecard)
4. Outbound Prospecting Program
Developed a systematic outbound engine including:
- Target account lists
- Messaging sequences
- LinkedIn and email outreach
- Weekly activity and KPI expectations
5. Sales Enablement & Content Development
Produced the tools needed for consistency:
- Sales scripts
- Email templates
- Case studies
- Value messaging
- Decks and proposal frameworks
6. Performance Reporting & Accountability
Introduced metrics, dashboards, and weekly sales rhythms to ensure pipeline visibility and disciplined execution.
The Result
The impact on Flywheel Digital was significant and immediate:
- 100% year-over-year revenue growth
- A fully repeatable, scalable sales system
- Improved close rates through structured conversations and consistent follow-up
- 100% adoption of CRM and reporting discipline
- Predictable pipeline creation through outbound prospecting
- Clear insights into funnel performance for better forecasting
Today, Flywheel Digital operates with the sales foundation and systems required to grow confidently and consistently.
“The year I hired JZ was the year our sales doubled. He is a great sales leader and takes a truly integrated approach to the client relationship – he feels like part of our team. In addition to generating revenue, we also saved a ton by going with his fractional approach over an expensive senior fulltime hire”.
