CLIENT CASE STUDY TINTRI
Three-year weekly engagement spanning senior leadership, sales, business development, and sales engineering.
From Training to Strategic Partnership: Building Sales Performance and Measurable Results
The challenge: Tintri wanted to strengthen performance across its go-to-market organization while developing leaders and creating greater consistency in how teams prospected, discovered customer needs, communicated value, presented technical solutions, navigated objections, negotiated, and advanced opportunities. As the work evolved, the challenge extended beyond individual skills to the processes, tools, and behaviors needed to support sustained sales performance.
The Win The Room approach
The partnership expanded over time. Win The Room worked closely with the SVP of Revenue, becoming a trusted advisor as the engagement grew across Tintri’s senior leadership and go-to-market organization. Rather than follow a fixed curriculum, the weekly work continually adapted to the business, using live opportunities, customer conversations, leadership challenges, and competitive situations to put the methodology into practice.
Strengthen prospecting, discovery, qualification, active listening, strategic questioning, and follow-up to create stronger customer conversations and qualified opportunities.
Use 360 assessments with senior leaders to identify leadership strengths and development priorities, and NBI assessments with sales teams to build self-awareness, understand communication and thinking preferences, and adapt more effectively to internal and external stakeholders.
Shift sales conversations from product- and demo-first approaches toward customer needs, business value, relevant insight, and clear next steps.
Strengthen collaboration between sales and sales engineering so technical presentations and demos were grounded in stronger discovery and customer priorities.
Apply storytelling, objection handling, negotiation, emotional intelligence, and communication techniques to live opportunities and customer conversations.
Coach senior leaders in executive communication, leadership, accountability, delegation, emotional intelligence, conflict, and leading through change.
Build repeatable sales-enablement tools and processes, including competitive battle cards, prospecting approaches, conversation frameworks, and performance measurement.
Training, Application, and Outcomes
Through weekly coaching, role-play, live deal work, and direct application, the work moved beyond concepts to change how teams approached real business situations.
Stronger discovery and qualification improved meeting quality, generated qualified meetings, and helped sales professionals secure outstanding purchase orders.
As the partnership evolved, WTR’s role expanded from developing the team to directly supporting growth by generating qualified business opportunities for Tintri.
The result
Across three years of weekly collaboration, Win The Room evolved from a development partner into a trusted advisor, sales enablement partner, and coach. Senior leaders strengthened how they communicated and led; business development and sales teams improved how they prospected, discovered, qualified, negotiated, and advanced opportunities; and sales engineers strengthened how they connected technical expertise to customer priorities.
The work also created sustainable capability through repeatable sales processes, competitive tools, prospecting systems, and methodologies that teams could continue to apply in the field.
WTR’s role also expanded beyond the original scope to help Tintri identify and generate new business opportunities.