Case Study Innoflo Solutions
Client Overview
Innoflo Solutions (www.innoflo.com) is a Canadian leader in providing fuel & lube management systems, bulk oil storage and dispensing systems designed to streamline fluid handling across automotive, industrial, and heavy equipment facilities.
As they expanded into new markets, Innoflo needed a more mature and intentional sales function to support continued growth.
The Challenge
Before partnering with JZ Sales Consulting, Innoflo’s sales process lacked structure, consistency, and visibility. The team faced several challenges:
- No formal, repeatable sales methodology
- Limited visibility into the pipeline or forecasting accuracy
- Inconsistent proposal quality across opportunities
- Deals stalled due to unclear urgency and positioning
- No centralized reporting or CRM best practices
- No prospecting strategy to generate new opportunities
- Difficulty understanding what sales behaviors were driving results
Without clear processes, Innoflo struggled to scale their sales efforts or improve close rates in a competitive market.
The Solution
As a Fractional VP of Sales, JZ Sales Consulting worked side-by-side with Innoflo’s leadership and sales team to build a modern, disciplined sales engine from the ground up.
Key Initiatives Included:
1. Developing a Full Sales Playbook
Documented the entire sales process—from discovery to closing—to ensure consistency and clarity across all reps.
2. Building a Forecasting & Pipeline Management System
Implemented an accurate forecast process that provided leadership visibility into deal stages, risks, and expected revenue.
3. Deal Coaching & Win-Rate Improvement
Provided hands-on coaching to strengthen positioning, build urgency, manage competitive threats, and improve close rates.
4. New Proposal Template & Messaging
Created a standardized proposal format that clearly communicated value, ROI, and technical capabilities.
5. CRM Optimization & Reporting
Configured dashboards, reports, workflows, and data quality rules to support decision-making and track performance.
6. Outbound Prospecting Strategy
Developed a structured approach for targeting new verticals, generating new opportunities, and expanding Innoflo’s reach.
The Result
The engagement resulted in significant commercial improvements:
- A fully repeatable sales process implemented across the organization
- Clear visibility into pipeline health and forecast accuracy
- Improved win rates due to better positioning and coached deal strategy
- Higher quality proposals, creating a consistent and professional buying experience
- Sales team equipped with stronger selling skills—urgency creation, qualification, value messaging
- Predictable opportunities generated through a new outbound and prospecting strategy
- Leadership gained a clear understanding of what sales activities were driving results, enabling continuous improvement
Together, these changes laid the foundation for scalable, dependable revenue growth.
John helped us transform our sales team from reactive to strategic. His work gave us structure, clarity, and discipline in every part of the sales process. We now have a repeatable system, stronger proposals, better forecasting, and a team that understands how to win. The impact on our business has been significant.
