Scheduling Software Company Responds to Changing Market by Investing in Sales Coaching + Phone Prospecting
Customer Company Size
SME
Region
- America
Country
- United States
Product
- QGenda Scheduling Software
- ExecVision Conversation Intelligence Software
Tech Stack
- Phone
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Productivity Improvements
- Customer Satisfaction
Technology Category
- Functional Applications - Enterprise Resource Planning Systems (ERP)
Applicable Industries
- Software
Applicable Functions
- Sales & Marketing
Services
- Training
About The Customer
QGenda is a company that was founded in 2006. It operates in the automated scheduling software market. Initially, the company was operating in a greenfield market where business development representatives (BDRs) could get through 90% of the sales process with email alone. However, as the market became saturated, the company had to adapt its sales strategy. The company's BDRs were resistant to the transition to frequent calling, which led to the realization that they needed training and coaching to improve their sales calls. The company sought a solution that would provide comprehensive and targeted coaching and capture valuable data from each call.
The Challenge
QGenda, a company that provides automated scheduling software, was initially able to progress 90% of their sales process through email alone. However, as the market became saturated, sales calls became more important for closing deals. The business development representatives (BDRs) resisted the transition to frequent calling and struggled to understand what made a conversation successful. The company realized that the reps needed training that was repeatable and scalable, but training alone wasn’t enough. They needed coaching to reinforce the training, and managers needed visibility into what was really happening on the BDRs’ calls.
The Solution
To address the challenge, QGenda decided to implement conversation intelligence software. They chose ExecVision because it provided in-depth onsite training and allowed both reps and managers to be coached through the software. ExecVision’s customer success team also provided advice and encouragement on how to optimize the platform. This solution allowed QGenda to build a faster, repeatable onboarding program driven by their extensive, skills-based call library. It also gave managers visibility into what the top performers were doing well on calls, which they could then use to coach their other reps into becoming top performers.
Operational Impact
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