Panopli customer case

About Panopli

Panopli is a gifting platform which offers companies a unique opportunity to strengthen relationships with their employees and customers.

It allows the automation of gift sending, for all types of occasions: whether it is the onboarding of employees, the signing or renewal of a contract, or even end-of-year celebrations. All these highlights in an employee's life that can be improved and optimized to engage and retain them.

With eco-responsible products made in France or Europe, Panopli is distinguished by its commitment to the protection of the environment. Today, the platform works with more than 100 prestigious customers, including Doctolib, Leboncoin, Desk, Qonto, Payfit, etc.

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Presentation of the interlocutor

Maxime Delmotte Is the CEO and commercial director by Panopli, a company he co-founded four years ago alongsideAdrien Salamon. The two entrepreneurs met at HEC during their studies and decided to start a business together.

Maxime started his entrepreneurial journey quite early. With his partner, Adrien, they founded a student association - Junior Productions - aimed at promoting the work of emerging artists.

They then launched Balibart, a print-on-demand service that allows creatives to create their own online store.

Three years later, they founded Panopli, a SaaS that allows you to give gifts of businesses for build loyalty, thank and valorize.

At Panopli, Maxime is the Sales lead and oversees a team of 50 employees which serve numerous companies in France and internationally.

Panopli background

La End of year 2020 Mark it Start of Panopli's collaboration with Akimbo : the team was then composed of six salesmen including Adrien and Maxime (the two co-founders), and four other collaborators.

The co-founders aimed to implement a new acquisition strategy on pure SaaS and to allow sales representatives to acquire new skills in logics that are not familiar to them from the start.

Concretely, they had two objectives: reduce closing time and increase conversion rates.

The support chosen

The Panopli team followed 6-month coaching dedicated to Closing, broken down into 6 modules To speed up its commercial performance.

During the coaching, they were accompanied on:

• Prospecting sequences : the basics of prospecting, the Power Statement, the Ideal Customer Profile, the Ideal Customer Profile, the Buyer Persona, the preparation of prospecting data, the creation of a prospecting sequence.
• The cold call with preparation sessions, real practices and feedback.
• Preparing for discovery : how to prepare for your first discovery exchange, create a checklist and anticipate how to communicate in order to maintain engagement.
• The discovery phase : mastering active listening, open questioning, rebounding, co-creating a mutual plan of action.
• The project : the methodology for a short and impacting presentation, setting up a context conducive to the detection of objections, the treatment and the neutralization of objections.
• End-of-cycle productivity : systematize the request for networking to create opportunities (Referral strategy), organize your pipe and agenda to facilitate your closing, build your personal training plan: objectives, exercise, follow-up.

The effect of the support chosen

Coaching has been very beneficial for Panopli in several ways.

• Sales people with a better posture, more comfortable in the commercial relationship and able to prioritize very quickly the most relevant prospects.
• Of obvious behavioral effects, showing KPIs and qualifying goals better achieved than they were previously.
• Innovative and practical tools used on a daily basis such as the BEBEDC method for discovery meetings with prospects.
• An action plan to follow up with customers and ensure that they are committed to the commercial relationship with Panopli representatives.
• The initiative of Put yourself at the customer's level, to consider it as an equal in a +/+ relationship. Arouse an aversion to loss that guarantees results.
• A more efficient way of working and organizing time thanks to the optimization of the 80/20 staff.

“Akimbo allowed us to set up excellent commercial reflexes and to build solid foundations to make the team grow quickly. ”

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