MyAdvice faced a revenue leader's nightmare: activity was high, effort was strong, but outcomes were becoming unpredictable. Some deals closed beautifully. Others died quietly — not from lack of skill, but from missed moments that are nearly impossible to spot in real-time.
For Chad Erickson, VP of Sales & Strategy, the boardroom pressure was clear: improve conversion without adding headcount, reduce avoidable losses, and make best practices repeatable across the team. The company needed consistency at scale — not another enablement project that would take months to show results.
The issue wasn't training or effort. It was execution drift in the micro-moments that quietly decide deal outcomes:
Fatal objections were killing deals before reps could course-correct. Some objections didn't just slow momentum — they ended conversations entirely.
The conversion checklist existed, but wasn't consistently followed. The team knew what great calls looked like (discovery depth, problem framing, outcome alignment, strong close), but executing it every time while juggling multiple responsibilities? That was the gap.
Existing tools weren't built for nuance. Note-takers could summarize what happened. MyAdvice needed something that would make best practices actionable, measurable, and coachable — without managers listening to hours of recordings.
MyAdvice rolled out Zime with a simple philosophy: don't add more process — instrument the moments that matter.
Instead of a heavy enablement rollout, Zime translated "what great looks like" into a Living Playbook that worked inside real conversations. It tracked checklist adoption in real-time, flagged recurring objections before they became fatal, and reduced manual post-call work — all while keeping call quality high.
Zime wasn't just logging calls — it was catching the nuanced signals humans miss.
Within months, the behavioral shift was clear:
Checklist adoption rose from 66% to 87% (Sep–Oct), becoming a trend across the cohort, not just among champions. Reps weren't being told to follow the checklist — the playbook surfaced naturally inside their workflow.
Fatal objections dropped from 38% to 4% (Sep–Dec) — fewer deals dying from preventable friction. Zime flagged recurring objection patterns early, giving reps time to prepare and course-correct before conversations went off-track.
Post-call work dropped by 40 minutes per call without sacrificing quality. Reps spent less time on manual follow-up and more time on the activities that actually move deals forward.
Win rate improved from 15% to 17% (Jun–Oct), with a clear path to the 20% Q1 target. This wasn't a one-off spike — it was the compounding result of better execution on every call.
The proof wasn't in a quote — it was in behavior. MyAdvice expanded from 12 to 25 licenses and rolled Zime into Customer Success alongside Sales.
Teams don't expand tools into CS unless the insights are genuinely improving customer-facing execution.
With CS now included, Rebecca Boccio, Director of Customer Support, is championing Zime for stronger renewal conversations, earlier risk detection, and consistent value articulation post-sale.
Chad Erickson didn't add another tool — he implemented the system MyAdvice needed to make call quality consistent, measurable, and scalable. The result: predictable revenue without added complexity.
If you're facing unpredictable deal outcomes, inconsistent execution, or fatal objections killing your pipeline, it's about time to book a demo with us.
Turn best practices into a Living Playbook that works inside real conversations — not a PDF that sits on a shelf.
Catch the nuanced signals humans miss — before they become deal-ending objections.
Make call quality consistent, measurable, and scalable — without adding headcount or manager hours.
