They are the leading independent multi-brand global automotive distributor, operating in over 40 markets and territories with a portfolio of the world’s leading automotive brands. [vaamo] was integrated into the branch of the company in Eastern Europe. The branch employs more than 1,300 people in its 10 dealership locations.

Automotive

The client wanted to be connected to their conversations and act on the data from the calls. They also want to equip staff with the tools to train and develop their teams where it matters the most. The key success metric was the appointment set rate in sales and service departments.

[vaamo] executed a 4-month, high-touch pilot program to create actionable results with a focus on improvement. [vaamo] analysed inbound call performance and responded to the clients' questions, such as: reasons why customers don't buy? How do I reduce the number of failed calls? Why did the client show negative emotions during the conversation? How do I increase appointment set rate in sales and service departments?

Our client identified that they were losing one buyer every 15 calls and 1 service customer every 3 calls from unanswered and lost calls and poor sales techniques. The client also analysed 6480 calls, where 34% were without conversion action. Our customer started using the save-a-deal smart alerts function with AI-powered call stats and front-line focused training.

The client integrated their own industry-specific scenarios and discovered that managers were completing them on average 36% of the time. The top 10 reps far exceeded the overall pilot program averages due to high engagement and consistent participation in weekly consultation calls with the [vaamo] customer success team. [vaamo] was showcasing all team stats, specifically how reps stack up against each other (including call duration, call talk ratio, and checklist follow-up %) — all helpful for coaching.

After the pilot phase, the client picked all monthly calls to analyse and began diligently rolling out the platform in systematic phases to the rest of its commercial teams. The client was asking new business questions, so work scenarios have been customised to be tailored to the unique business processes of a client. The company was eager to provide their commercial teams with the tools to succeed in their role — to exceed their quotas and targets.

Kodlasam, the fast-growing e-learning company, headquartered in Antalya, Turkey, delivers a digital education platform, that helps to accelerate the career progress of individuals in the field of IT. With a focus on simplicity and accessibility, they are revolutionizing the way people approach career transitions.

E-learning

For Kodlasam, it was hard to detect patterns in calls, which delayed improvements to sales and customer service processes. They didn’t have clarity on how their reps were actually taking to their training. Did they understand the new messaging system? Additionally, they struggled to quantify how their prospects and the market were responding.

Kodlasam connected [vaamo] to their workflows to automate their process for reaching best-fit accounts as quickly as possible and improve their sales workflows in reaching B and C-type clients. [vaamo] helped to discover that in current sales actions, 30% of B-category calls were left without any follow-up action. Sales reps were avoiding those types of calls because of the lack of specific objections and data. With shorter sales cycles and fewer people involved in the buying process, B2C companies have less customer data to look at, [vaamo] helped Kodlasam extract more data from their conversations, so sales reps were more equipped with the data and learned from the B2B sales model.

Our client discovered reality-based (not opinion-based) insights, which helped sales reps to build new messaging and react efficiently to any objection. For example, they discovered that the top reps respond to objections about the price by asking questions—at a rate of 55% of the time compared to 28% for average sales reps. Their win rates are highest when sellers discuss pricing on the first call, but still keep it at the end of the conversation—10% higher.

Kodlasam added an A.B.C. lead tracking option and started monitoring on a daily basis the quality of the leads coming from their marketing activities. If C-type leads were increasing, the platform was alerting and helping marketing managers to focus on what sources were producing leads of poor quality.

Kodlasam fixed gaps in the selling process and increased the number of discovery calls by 46% in two months.

Kodlasam also integrated a cost-effective call-classification feature that checks the calls for 30 seconds and classifies them. Their team focused on improving win rates in competitive deals. For example, they could track relevant calls using save-a-deal smart notifications, learn what works (and what doesn’t), and coach sales reps accordingly to ensure they have the correct demo flow.

Kodlasam also created a library of calls for new reps, so they could review successful examples of talking about a competitor and responding to objections. [vaamo] now acts as a filtering system that makes the most important calls and issues visible.