How Skwill Helped Increase Lead to Opportunity from 5% TO 50% in a leading Technology Company

In B2B tech services, where companies often compete for multi-million-dollar projects, the discovery meeting is the cornerstone of a successful sales process. During these initial conversations, sales and key account teams gain crucial insights into a potential client’s unique needs, challenges, and objectives—guiding everything from proposal development to solution design. For high-value bids, understanding a client’s pain points, expectations, and buying criteria is essential, as it allows for more customized, relevant, and impactful proposals.

Let’s explore how Nona Dinamoni, a Program Manager at Wipro, leveraged Skwill AI Sales Coach to elevate his discovery meeting preparation and outcomes.

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Business Context:

In his role at Wipro, a $10 billion company, Nona balances two critical roles: delivery management and a sales hat. While focusing on sales, Nona actively seeks new collaboration opportunities with clients. Working in one of the largest global companies in information technology, consulting, and digital transformation, he interacts with a diverse range of stakeholders, from subject matter experts and project managers to directors and CXOs.

This varied stakeholder set adds a layer of communication complexity, as each group has its own style and motivation. For example, when speaking with subject matter experts, Nona adapts to a more tactical approach, while with CXOs, he takes a high-level perspective, aligning his pitch to strategic priorities. This diversity of interactions presents a unique challenge: understanding each audience’s mindset and ensuring data supports each conversation.

Key Challenges:

Discovery meetings are central to Nona’s role, providing an opportunity to uncover new avenues for collaboration and establish a foundation of trust. These meetings can be particularly challenging in high-stakes tech projects, where decision-making involves multiple stakeholders, and the ability to listen and ask the right questions can set a company apart. However, securing time with busy customers often requires persistent effort, as Nona shares, and his traditional preparation—studying LinkedIn profiles and conducting company research—were time consuming and sometimes left him “flying in blind,” with limited insight into how the meeting would unfold.

Nona explains, “Because I don’t know the person, I don’t know what curveballs I might face. It’s a constant source of stress.”

Recognizing that people prefer to work with those they know and trust, Nona sought a better way to prepare for discovery meetings.

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Changing the Discovery Call Script with Skwill AI

Nona began using Skwill AI Sales Coach (Ask Willy) about a year ago, intending to improve his preparation for discovery calls and tailor his approach to each prospect’s unique style. SkwillAI allowed Nona to gather insights into a customer’s working style, helping him better anticipate their preferences.

Nona reflects, “When I use Skwill AI’s (Ask Willy), I get pointers on how to prepare for a certain meeting based on the individual’s style. It’s invaluable for discovery calls.”

With Skwill, he discovered that meeting styles vary widely—some clients prefer data-driven discussions, while others favor open-ended conversations. Skwill AI helped him uncover these nuances, enabling him to tailor his approach to each client’s natural style.

Armed with these deep behavioralinsights, Nona could more predictably anticipate meeting dynamics, allowing himto engage on topics that would likely resonate with the client. This boostednot only his own confidence but also the meeting’s overall effectiveness.

Additionally, senior leadership oftenleaned on Nona for insights before critical meetings. Instead of spending hourscompiling a dossier, he used Skwill’s CustomGPT to generate a comprehensiveprofile of the prospective customer, providing instant insights into theirpersonality and style. This streamlined his preparation process and ensuredthat his team entered meetings with the right questions and mindset.

“First impressions matter,” Nonashares. “Skwill AI’s Ask Willy has transformed my approach to these meetings, enhancing my efficiency and credibility.”

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Measurable Impact

The results speak volumes: with Skwill AI Sales Coach, Nona has significantly improved his lead-to-opportunity conversion rate, boosting it from 5% to 50%.

We wish Nona continued success in his dual role, and we look forward to seeing him achieve even more impressive outcomes with Skwill AI.