Shamil Patel, Co-Founder and CEO, Fleet

When we first met with Shamil Patel, Co-Founder and CEO at Fleet, he described a challenge familiar to many B2B businesses — a lack of structure in lead generation and inconsistency in how prospects moved through their pipeline.

Working side by side with Fleet, The Closing Co. introduced structure around their pipeline, refined lead generation, and built a clear go-to-market strategy. By taking the time to deeply understand their target clients, we were able to ensure that the leads coming in were not only higher in quality but also highly relevant. This shift created a more efficient sales process, freeing the team to focus on conversions and building relationships.

Today, Fleet is moving faster, smarter, and with stronger client relationships. Here’s what Shamil had to say about their experience working with The Closing Co. through interim sales management.

Before we started working together, what were some of the main challenges you were facing in managing your sales process?

Before engaging The Closing Co., our biggest challenges were a lack of structure in lead generation and inconsistency in how prospects moved through our pipeline. While we had strong products and services, our sales approach was reactive, and we often struggled to reach the right decision-makers in our target market.

What changes or improvements have you noticed in your sales operations since you started working with The Closing Co.?

Our sales operations have become far more structured and efficient. The Closing Co. have taken the time to understand our target clients very well, and as a result, the sales leads we now receive are highly relevant and aligned with our business. Their professional and rigorous approach has helped us focus more on conversions and less on prospecting.

How has the clarity around your products or services improved for your customers?

TCC has helped us refine how we communicate our products, such as Fleet Planner and Fleet TMS, to the market. Customers now have a much clearer understanding of the differences between the two and how each solution can solve their unique challenges. This clarity has shortened our sales cycle and created stronger engagement in customer conversations.

Andrew Miller, Co-Founder, Fleet

In what ways has your sales pipeline grown or evolved since we began working together?

Our pipeline has grown both in size and quality. Thanks to TCC’s well-informed approach to lead generation, we now have consistent engagement with well-matched prospects, including more enterprise-level clients. 

The quality of opportunities has improved significantly, giving us greater confidence in our sales forecasting.

If you were to describe the biggest benefit of our work together so far, what would it be?

The biggest benefit has been TCC’s ability to combine deep market understanding and professionalism. They treat every engagement with seriousness and rigour, ensuring that the leads they provide are not only relevant but also well-qualified. This has given us a more predictable and repeatable sales process, positioning us for sustainable growth.

—

At The Closing Co., we know that strong sales leadership is critical to scaling any business. But not every company is ready for a full-time sales hire. With The Closing Co.’s interim sales management service, experienced sales professionals step in temporarily to assess your current strategies, align sales teams with revenue goals, and drive measurable growth. 

Reach out to us for a FREE 30-minute consultation: sales@theclosingco.org or 0712 527 347