Kodlasam: Turning Execution Gaps Into Measurable Growth

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.