The users of this solution define the themes and plan the questioning campaigns with their employees. A simple and agile way to collect performance indicators, to help in management and administration decisions.
Created in June 2016, the startup has 5 employees and sees its turnover double every month. A fundraising is underway.
Caroline Jurado, CEO and founder, first heard about Kestio Live at a conference on complex sales processes. Targeting mainly large organisations, she realised that she needed to increase her sales skills to reach out to customers other than early adopters.
Kestio: What made you aware of the potential contribution of business methods?
Caroline Jurado Linkky markets its services mainly to large groups, which means complex accounts that require elaborate processes. I wanted the company to become commercially successful. In fact, I realised that the contracts we signed were in any case won in advance and that, on the other hand, we stumbled as soon as there was a difficulty. I needed to understand our prospects, their approach, their issues, how they functioned. In fact, sales activity is not just about feeling and oral fluency. There are many more techniques and methods than we imagine.
Kestio: How was the mission set up?
Caroline Jurado We started off very strongly, with one hour a week for three months. The priority was to deal with the outstanding accounts that I couldn't close. Very quickly, I was able to catch up with them! What worked well was really the operational dimension. We immediately tackled concrete questions, practical cases, very far from the theories seen in class. Then we tackled the Chessboard methodThen we tackled the "evaluation", which is a very pragmatic approach, with a method that structures. We are working on an opportunity score which mixes the key points by decision-makers, the stakes.
This principle allows us to rank prospects and validate the quality of qualifications before deciding where and how to direct our actions.
Kestio: How did the relationship with the consultant develop?
Caroline Jurado Laurence doesn't do things for me; she helps me to think, she gives me the keys. The method is very well-tried and adapted to small structures like Linkky. Instead of spending a day in a room with an overload of information, we spend an hour a week on my current questions. This way of organising things allows me to digest what I have learned and put it into practice. I have since recruited a sales person and we can start from a common base; I have been able to train her, explain the method, the difficulties etc.
Kestio: So, remote interviews are effective?
Caroline Jurado Absolutely. In fact, I did not meet Laurence in person. Video saves time and money without compromising efficiency. From my point of view, there is no loss of quality.
Kestio: What now?
Caroline Jurado We are coming to the end of the first three months. As we have progressed very quickly on the sales performanceI'm going to continue with 2 sessions per month and alternate with other themes such as our inbound strategy.
Thank you for this testimony!
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