How Skwill Helped Overcome Sales Challenges and build a solid Foundation for Business Growth

About The Company

Our client is a Sydney-based B2B data engineering firm specializing in delivering complex data solutions. Catering primarily to the retail and financial services sectors, their offerings include data services, including data operations as a service. Despite its expertise, the company faced significant challenges in scaling its sales operations and increasing market presence.

Challenges:

Our client being a niche local player providing data services in retail, government and finance services, was facing competition from large, well-established organizations with robust sales operations and strong brand recognition both domestically and internationally.  

While the Engineering and Delivery side was highly mature and well developed, business development processes was yet to reach maturity. Sales was predominantly Founder and CEO led, and with the need to scale. Their unique and counter-norm approach to data operations made it difficult to articulate its value proposition clearly to potential clients.

There was a need and focus to build out a sales function that had a scalable and repeatable model with the ability to deliver a compelling value proposition and communicate the vision. Another area of focus was to develop sales processes and tools to build understanding of how to sell in a robust, rigorous and consistent way.  

Initial diagnosis with Skwill, also shed light on the divergent views within the team regarding sales strategies and priorities that led to gaps in strategic alignment.

Solution:

Against the backdrop of these challenges, the team deeply reflected on ‘How should we be selling’? The client discovered Skwill’s AI Sales Coaching as being the best solution to address these challenges, and partnered with Skwill, this, to empower their team to support their growth aspirations:

Skwill’s engagement comprised 4 Stages:  

• Skwill Diagnosis:
  Skwill conducted an in-depth assessment involving the CEO and the Sales / business development team.  This helped the sales team reflect on the different views that existed on the team, about how we should be selling, their priorities were and where did they believe the baseline was. This also helped create an opportunity to have constructive conversations about the direction they ought to be heading.  The assessment revealed differing perspectives on sales strategies, enabling the team to address misalignments and establish a unified direction.‍
• Skwill Consulting:
  Skwill introduced foundational concepts of sales operations knowledge, including frameworks for complex sales and team selling. This helped their business development team, to start building the foundation of Sales knowledge as well and a shared understanding of sales goals and strategies
• Skwill Sales Coaching:
  Skwill Sales Coaching comprised of two key areas – Sales Skill and Sales Will (Mindset).
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  Sales Skill coaching included expert Guidance where their individual team members received mentorship and coaching from seasoned sales coaches on building sales confidence and providing actionable strategies for effective business development.
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  Sales Mindset Coaching focused on individual’s Sales Performance Optimization and providing behavioral insights that addressed ineffective work patterns, stress management, strengthening emotional awareness and regulation, thus enhancing personal effectiveness in sales situations.

• Skwill’s  AI Sales Coach (AskWilly):
  Skwill’s AskWilly AI Sales Coach became an integral part of the team’s daily sales tool kit for researching prospects and preparing for meetings. Ask Willy’s buyer personality profiling offered valuable insights improving prospect and client communication and relationship-building. Ask Willy insights also enabled team coordination and aided in aligning internal team members before client interactions.
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Impact of Skwill’s  AI Sales Coach (AskWilly)

Skwill’s Coaching helped them achieve the following results:

• Improved Strategic Alignment: The initial assessment and consulting services unified the team's approach to sales.  

• Enhanced Sales Function and Capabilities: Coaching and consulting services equipped them with the necessary foundational sales framework, skills and confidence.  

• Increased Meeting Success: Utilization of the Skwill AskWilly AI Coach led to securing more meetings and improving their quality and effectiveness.  

• Greater Team Confidence: The team felt more prepared and capable, translating into higher success rates in sales conversations. Armed with the coaching support and Skwill AI (AskWilly’s) AI Sales Coaching insights, I felt confident and prepared to face first time prospects/ customers. This was priceless.    

"As a marketer, I love having access to the Skwill AI AskWilly tool. It gives us actionable insights which we are to use in our sales & marketing campaigns" as shared by the Marketing Manager

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"Working with Skwill has been transformative for both me and the company. The tools, coaching, and support provided not only helped us build a robust sales function but also significantly increased our success rate. The Skwill AskWilly AI tool became indispensable, offering insights that improved our client interactions and internal alignment. I am grateful for the confidence and capabilities I've gained through this partnership." Business Development Manager

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Conclusion

Skwill's comprehensive approach effectively addressed our client’s sales challenges. By aligning internal strategies, enhancing sales skills, and leveraging innovative tools like the Skwill AI Sales Coach, the company was able to build a strong foundation for its sales function to strengthen its market position and achieved measurable growth.