Challenge

SilverStay had strong product-market fit but faced challenges in breaking into enterprise healthcare deals:

• Enterprise Sales Gap: The team had some experience navigating complex, multi-stakeholder hospital deals.
  
  
• Call Effectiveness: Sales conversations lacked structure, often missing discovery depth and call control.
  
  
• Single-Threading Risk: Engagements relied too heavily on one champion, limiting influence across decision-makers.
  
  

Scaling Pressure: SilverStay set a goal to close four new hospital logos, but lacked a repeatable playbook to get there.

Solution

SilverStay partnered with pclub.io to equip its sales team with enterprise-ready skills and repeatable execution strategies.

Key initiatives included:

• Discovery Training: Equipping reps to move beyond surface-level pain into root causes, business problems, and financial impact .
  
  
• Call Control Mastery: Structuring conversations for clear outcomes, agendas, and next steps.
  
  
• Multi-Threading Skills: Expanding influence beyond a single contact, engaging senior decision-makers (e.g., Chief Medical Officer, Chief Nursing Officer, Directors of Case Management) via LinkedIn and email.
  
  
• Deal Coaching: Real-time feedback and grading of live calls, giving Patrick and team immediate course corrections on discovery and proposal delivery.
  
  
• Enterprise Deck Building: Leveraging pclub frameworks for framing the business problem, root causes, and impact in executive-ready slide decks.
  
  

Results

1. Closed Largest Deal in Company History

• Signed a $40,000/month, 90-day pilot with a major Maryland hospital  – SilverStay’s biggest contract to date.
  
  
• Pilot expected to convert to long-term subscription based on strong early adoption.
  
  

2. Accelerated Enterprise Pipeline

• Engaged multiple stakeholders across accounts (CMO, CNO, VP, Directors, and other executives).
  
  
• Built momentum at a large multi-system hospital  (contract now signed, ~$20–25K pilot) .
  
  
• Advanced active opportunities with three other major hospitals.

3. Stronger Sales Execution

• Early discovery calls graded at 7/10—stronger foundation than before, enabling momentum with senior buyers .
  
  
• Multi-threading skills allowed Patrick and team to bypass detractors and secure buy-in from decision-makers.
  
  
• Faster, smoother executive meetings thanks to structured, Pclub-informed decks.
  
  

4. Path Toward Strategic Goal

• Of the goal to close four new hospital customers, SilverStay has already secured three, with a fourth near close and two more mid- to deep-funnel .
  
  

Customer Testimonial

“Without the discovery foundation and multithreading training from pclub, there’s no way this deal would have come together as beautifully as it did. We closed our largest contract to date—$40K a month—with confidence. Pclub has completely changed how we run enterprise deals.”

— Patrick Mish, Cofounder & CEO, SilverStay

Impact at a Glance

• $40K/month pilot closed with one of the largest hospitals in Maryland
  
  
• $20–25K pilot at legal with large multi-system hospital
  
  
• 4 trial cases at community hospital  advancing toward full contract
  
  
• Structured, repeatable playbook for discovery, call control, and multi-threading
  
  
• 3 of 4 new hospital logos secured, 2 more in active pipeline
  
  

‍