The HumanQ Sales Strategy: Converting Enterprise Deals by Leading with Measurable Transformation
Enterprise sales typically focus on features and capabilities. But in a recent Category Visionaries episode, HumanQ CEO Nishika de Rosairo revealed a different approach: leading with measurable transformation outcomes. This strategy has helped them expand to 72 countries while maintaining a 92 NPS score.
The ROI-First Sales Motion
For HumanQ, ROI isn’t just a slide in the pitch deck – it’s the foundation of their sales process. “Everything we do has to translate into results and outcomes,” Nishika explains. This focus emerged from a crucial insight: “What I noticed constantly, day in and day out, was the piece that was lacking was always the inability to communicate ROI.”
Their sales conversations start with concrete metrics:
- 94% of participants show increased engagement
- 95% are better equipped to add value in their jobs
- 100% psychological safety in group coaching sessions
Selling to Multiple Stakeholders
Instead of limiting themselves to HR buyers, HumanQ targets any leader driving transformation. “Every leader has a charter,” Nishika notes. This broader approach works because they connect their solution to strategic priorities.
“Organizations come to us because they’re looking to solve their top priorities,” Nishika shares. These range from “instilling a culture of transformation” to “embracing AI in this new world and helping people build digital mindsets” to “building a culture of inclusion and diversity.”
The White Glove Approach
HumanQ’s enterprise success stems from their service model. “We do white glove service for our customers. Like, we go all in and all out, regardless of how small or big the customer is,” Nishika emphasizes. This approach “helps us renew our contracts, it helps us maintain really long relationships, it helps us build multimillion dollar accounts.”
Their managed marketplace model supports this high-touch approach. “We manage the different variables, which is the coach, the customer who buys from us, as well as the participant who actually goes through our programs,” Nishika explains.
Building Long-Term Partnerships
Rather than treating deals as transactions, HumanQ positions themselves as transformation partners. “We’re actually doing something organizations desperately need,” Nishika points out. “And it’s been a missing gap for years, if not decades.”
This partnership approach generates what Nishika calls “love notes” – messages from participants saying the program changed their lives. While the buyer is a company, the individual impact creates strong internal advocacy.
Key Lessons for Enterprise Sales
HumanQ’s approach offers valuable insights for B2B founders selling to enterprises:
- Lead with measurable outcomes, not features
- Target strategic priorities that span departments
- Maintain service quality regardless of account size
- Focus on individual impact within organizational transformation
The broader lesson? Sometimes the most effective enterprise sales strategy isn’t about selling software – it’s about selling measurable transformation. As Nishika puts it, organizations are “hunting it down. They wanted it yesterday.” By focusing on concrete outcomes rather than features, HumanQ has found a way to make that transformation tangible and scalable.
For founders building enterprise sales motions, HumanQ’s story shows that ROI doesn’t have to be an afterthought. When you make measurable outcomes central to your sales process, you create a clearer path to both initial deals and long-term partnerships.