About Witik
Witik is a collaborative SaaS platform compliance in terms of ethics and data protection. She was founded in 2018 by Nicolas Ducere, who holds the position of COO, and Arnaud Zilliox, the CEO.
The Witik team consists of 25 professionals including salespeople, CSMs (customer success managers) and developers.
The company currently has a customer base of more than sixty companies, ranging from independent Data Protection Officers (DPOs) and law firms to large companies such as Nexity, the Accor Group and car manufacturers.
About the interlocutor
For over a year, Mehdi Sbai-Idrissi Occupy the position of sales manager at Witik.
With a master's degree in Business Development and Purchasing, he started his career as a Sales Engineer at Open. He then held positions as Sales Director and Sales Executive.
Today, as Head of Sales and Business Development At Witik, Mehdi oversees all activities related to the company's business development. He is responsible for developing the sales strategy, he manages and supervises the sales teams and monitors sales performance.
Mehdi recruited several Akimbers to strengthen his sales team.
The context of Witik
Witik's sales team is composed of 4 salespeople who manage the entire sales cycle, and 2 CSMs who take care of customer onboarding, renewal and all customer follow-up during the contract.
Sales representatives are equipped with several tools: HubSpot as a CRM, as well as Nomination and LinkedIn Sales Navigator as databases.
Inbound marketing processes and strategies were put in place when Mehdi arrived.
But a lack was felt in the sales department according to Mehdi: ” Like any startup sales department, I have holes in my racket in some places.”
As a result of a Webinar and an appointment with an Akimbo Business Developer, Mehdi chose Akimbo to be supported over a period of 6 months and improve the commercial performance of his team.
The support chosen
The Witik team followed a 6-month coaching dedicated to Closing, broken down into 6 modules.
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 coaching
Witik saw several improvements after 6 months of coaching with Akimbo:
- One 15% increase in performance in customer appointments (closing rate)
- One reduction in the length of sales cycles.
- One increase in the quality of work teams.
- One working method And a more efficient organization of time thanks to the optimization of the 80/20 staff.
- Sales representatives with better posture, comfortable in the commercial relationship and able to quickly prioritize the most relevant prospects.
- Of obvious behavioral effects, showing KPIs and quantitative goals better achieved than they were previously.
“The support from Akimbo allowed us to obtain results very quickly. We were able to reduce our sales cycles and increase our appointment performance by 15%. And in the quality of teams' work, there is a clear increase that we have all felt.”
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