Project Agora selected Freshsales CRM

The Challenge

This company had 3 main sales challenges:
Poor lead management, difficult to choosing quality over quantity.
Complicated sales process, difficult to streamline sales process to suit unique service.
Distorted customer experience, diconnected customer experience.

The Solution

An account planning and opportunity management
process was custom designed.

Xiaa Digital delivered a 2 days interactive workshop to over 40 sales execs from different countries.

Teams were taught the methodology, applied in work groups to their clients and presented back in the workshop on their account plans and
value propositions for feed-back and critique.

Freshsales from www.freshworks.com was customized to the business and sales teams trained on how to use.

The Results

One sales approach adopted across the Company, allowing faster scale-up across multiple territories and teams.
Planned value selling replaces order taking for High Touch (HT) and Mid Touch (MT) accounts.
Day to day customer management, transparent and consistent sales performance measurement through Freshsales has driven up to 25% sales efficiencies.
With strong ownership and best practice examples, the training workshop achieved a 4.2 out of 5.0 (84%) rating score.
Target sales growth drivers:

New business win rates have seen 20% and 33% improvement and existing up-sell growth of +10% to 20%. (HT&MT)

Low Touch (LT) accounts +5 to 12% sales growth through efficiencies with long term improvements expected.

Customer quote

Nikos Kimminos, MD at Project Agora

“Xiaa Digital did a really great job understanding our challenges, involving key stakeholders and then adapting the Winning Sales approachand Freshsales CRM to our digital media and advertising industry.

The Winning Sales process and Freshsales automation sets us up to scale faster across multiple countries and to accelerate our sales in a planned and sustainable way.”