Situation
Preply, an online language tutoring platform needed to increase conversion rates and deal sizes to accelerate growth. Listening to client calls and speaking with a cross-section of reps, we found the following:
- Conversations focused more on the platform rather than the customer’s problems
- Too many low conversion small pilots
- A struggle to make a business case for improved language skills
- Challenges with scope and price discussions
- Lack of rep confidence in their ability to provide advice and drive urgency
Actions
Insight Revenue worked with Preply to design a custom Insight Selling program including the following elements:
- SKO Support to inspire and engage the team
- Training sessions to improve customer conversations and close crucial skills gaps
- Development of a discovery call coaching guide and opportunity qualification scorecard
- Individual coaching sessions with managers and reps to help them manage change and accelerate team development
- A reimagining of the discovery call structure to increase value and lead to tailored demos
Outcomes
Within 3 months, Preply recognized the following results:
- An across the board improvement in conversion rates, with the company exceeding their quarterly goal by 10%
- Improved rep and manager engagement
- Teams enabled around a new insights-based selling narrative
- More confidence, direction and focus for enterprise selling and engaging with more business stakeholders in deals
- Increased quantity and quality of manager coaching
"We wanted to get our sales teams excited to up their game and drive real impact with our customers. Insight Revenue quickly helped us increase our results."
Nicole Gillett Wolf, VP of Sales, Preply
Download the one-pager case study here.
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Situation
Preply, an online language tutoring platform needed to increase conversion rates and deal sizes to accelerate growth. Listening to client calls and speaking with a cross-section of reps, we found the following:
- Conversations focused more on the platform rather than the customer’s problems
- Too many low conversion small pilots
- A struggle to make a business case for improved language skills
- Challenges with scope and price discussions
- Lack of rep confidence in their ability to provide advice and drive urgency
Actions
Insight Revenue worked with Preply to design a custom Insight Selling program including the following elements:
- SKO Support to inspire and engage the team
- Training sessions to improve customer conversations and close crucial skills gaps
- Development of a discovery call coaching guide and opportunity qualification scorecard
- Individual coaching sessions with managers and reps to help them manage change and accelerate team development
- A reimagining of the discovery call structure to increase value and lead to tailored demos
Outcomes
Within 3 months, Preply recognized the following results:
- An across the board improvement in conversion rates, with the company exceeding their quarterly goal by 10%
- Improved rep and manager engagement
- Teams enabled around a new insights-based selling narrative
- More confidence, direction and focus for enterprise selling and engaging with more business stakeholders in deals
- Increased quantity and quality of manager coaching
"We wanted to get our sales teams excited to up their game and drive real impact with our customers. Insight Revenue quickly helped us increase our results."
Nicole Gillett Wolf, VP of Sales, Preply
Download the one-pager case study here.
