Case Study · Research & Advisory
How CEB improved close rates by 50%.
CEB, the best-practice research firm behind the world's largest C-suite executive network, needed higher close rates and more meetings with Fortune 1000 executives. During his tenure at CEB, Accelerain's Founder trained and helped scale a 150-person outbound team, improving close rates by 50% in targeted territories and broke CEB's record for meetings generated in a single year. CEB was later acquired by Gartner for $3.3B.
CEB case study at a glance
| Company | CEB (Corporate Executive Board) |
|---|---|
| What they do | A best-practice research firm and the largest C-suite executive network in the world |
| Problem | Close rates weren't high enough, and the team wasn't getting meetings with Fortune 1000 C-suite executives |
| Solution | Founder trained and helped scale a 150-person outbound sales team, and scheduled meetings with Fortune 1000 C-Suite during tenure |
| Outcome | 50% higher close rate in targeted territories and a company record for sales meetings generated in a year |
| Company milestone | Acquired by Gartner for $3.3B |
What problem was CEB facing?
CEB's close rates weren't high enough, and its team wasn't getting enough meetings with Fortune 1000 C-suite executives.
What was the Solution?
Successfully trained and scaled CEB's 150-person outbound sales team and, while working at CEB, scheduled meetings directly with Fortune 1000 CFOs, CTOs and CMOs.
What results did CEB achieve?
CEB improved its close rate by 50% in targeted territories, closing deals with more than half of the Fortune 500, and broke the company record for the most sales meetings generated in a year.
CEB was later acquired by Gartner in a deal valued at $3.3 billion.
Frequently asked questions
What results did CEB achieve?
Stock gains of 120%+. CEB improved its close rate by 50% in targeted territories, closing deals with more than half of the Fortune 200, and broke the company record for the most sales meetings generated in a year.
What does CEB do?
CEB (Corporate Executive Board) is a best-practice research firm and the largest C-suite executive network in the world.
What problem did CEB need to solve?
CEB's close rates weren't high enough, and its team wasn't getting enough meetings with Fortune 1000 C-suite executives.
What happened to CEB since?
CEB was later acquired by Gartner in a deal valued at $3.3 billion.