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With Skwill’s AI Sales Coach, I got a better sense of how someone is going to respond to me or to my colleagues or to a proposal in in the meeting. felt more prepared and confident going into it. And we all know that in the sales game, confidence is everything.” Maxx Silver, former Business Development Manager, BizCubed
Maxx Silver is a seasoned professional with a diverse background in social impact initiatives and data operations. Originally from the United States and now residing in Sydney, Australia, Maxx joined BizCubed to help build the business alongside his brother, the company's CEO. Maxx was playing a role in marketing, and he transitioned to lead the business development efforts, where he spent over two years as a Business Development Manager.
Entering the realm of sales and business development was a significant shift for Maxx. His challenges and opportunities included:
The need for transitionary support to a Sales Role: Maxx was transitioning to sales and business development and was looking to strengthen a foundational understanding of modern sales operations and methodologies
Building a Sales Function from Scratch: At BizCubed, the sales process was primarily driven by the leadership. This also presented an opportunity to establish a scalable sales model
Competing Against Industry Giants: Transitioning to sales required selling skills to be better and faster than competition. Considering that BizCubed is competing in a market dominated by large organizations with mature sales operations and strong brand recognition.
Articulating a Value Proposition: BizCubed's unique approach to data operations was counter to industry norms, which required Maxx and the sales team to articulate the value proposition differently
All of the above coupled with Maxx’s personal aspirations of bringing the team together and take the company’s next phase of scaling and growth was overwhelming and stressful.
To overcome these challenges, Maxx engaged with Skwill, utilizing their comprehensive Coaching solutions to enhance his personal growth as a sales professional.
1. Personalized Coaching
Sales Coaching: Maxx received one-on-one coaching and Expert Mentorship from Skwill coaches that helped build his foundational sales skills, understanding complex sales processes, and developing effective sales strategies. Through regular sessions, Maxx gained the confidence to approach new clients and handle sales meetings effectively.
“Meeting a professional sales coach, who had built a large sales operation in the sector, also mentored the sales team. This experience which the coaches had was very valuable, as they understood the context of the BizCubed’s industry and customer segment”.
2. Mindset Coaching: Skwill introduced the concept of treating sales as a performance sport, leveraging Maxx's background as an athlete and sports performance coach and creating a highly personalized coaching approach to enhance his sales performance. Coaching techniques helped Maxx manage stress and anxiety by harnessing natural stress responses positively, turning potential anxiety into a performance enhancer. The coaching helped Maxx identify and overcome patterns of work avoidance, increasing productivity and efficiency.
As shared by Maxx Silver, “The second type of coaching I received is mindset coaching. I looked at sales as a performance sport. I am a long-time athlete, and I'd never made the connection that, sales can be considered as a, performance support in the same way that my athletics career was. For instance, during a pitch or presentation, there is a natural stress that one goes through, very similar to what high-performing athlete experience. Awareness on this was very valuable.”
3. Utilizing the Skwill AI Sales Coaching tool
The Skwill (AskWilly)AI tool became an integral part of Maxx's daily routine, aiding in prospect research and meeting preparation. By analyzing clients' personalities relative to his own, Maxx could tailor his communication style to better connect with prospects. The tool facilitated better internal team and stakeholder alignment, especially when coordinating with team members new to a client interaction.
As Maxx attests, “I used Skwill AskWilly's Buyer Personality Insights to guide conversions. I particularly liked Behavioral Traits Comparison chart where you can see your personality against other buyer personas and match characteristics against theirs on different dimensions. The insights were very accurate.”
4. Access to Sales Frameworks and Knowledge
Maxx significantly improved his Sales Operations Understanding leveraging Skwill’s provided foundational knowledge on sales methodologies, complex sales, and team selling. Maxx learned how to build scalable and repeatable sales processes, which was crucial for his role in establishing a new sales function at BizCubed.
As shared by Maxx Silver: While researching prospective clients and researching client meetings or when I was preparing my executives to join me in a meeting for the first time, even if I knew that person and had several meetings with them."
Increased Confidence: Maxx felt more prepared and self-assured in sales meetings, attributing this to the coaching and tools provided by Skwill.
Improved Sales Skills: Maxx developed a strong foundation in sales operations and methodologies, enabling him to execute sales strategies effectively.
Enhanced Performance: Maxx reported securing more meetings and improving the quality of interactions with prospects.
Personal Growth: The mindset coaching and personalized support led to significant personal development, positively impacting his overall career trajectory.
As concluded by Maxx, “Skwill’s AskWilly AI Sales Coach gave a better sense for how someone is going to respond to me or to my colleagues or to a proposal in in the meeting and that just helps me feel more prepared and more confident going into it. And we all know that in the sales game, and we all know that in the sales game. Confidence is everything.
Working with Skwill has been transformative for me personally. The coaching and tools provided not only enhanced my sales skills but also significantly increased my confidence. The Skwill Ask Willy AI tool became an indispensable part of my daily routine, offering insights that improved my interactions with clients and colleagues. I'm grateful for the personal growth and capabilities I've gained through this partnership."
Maxx Silver's journey illustrates the profound impact personalized coaching and innovative tools can have on an individual's professional development. By partnering with Skwill, he overcame the challenges of stepping into a new sales role, built a solid foundation in sales operations, and grew into a confident and effective sales professional. His story serves as an inspiration for others seeking to enhance their sales capabilities and achieve personal growth.
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