Case Study: Skyward, Inc.
Driving Sales Effectiveness, Improving Win Rates
Highlights
- Increased sales effectiveness by improving seller confidence 30%.
- Shortened sales cycle by 12% with intelligent recommendations.
- Increased win rate by 9% through just-in-time support.
“Veelo has boosted the competency of our sales reps in no time—and we experienced those benefits immediately. We can now provide unprecedented access to knowledge, which allows our sales team to have more intelligent sales conversations. It’s truly moved the bar for us.”
Ray Ackerlund
VP, Sales & Marketing
Skyward, Inc.
The Challenge
Skyward is a leading provider of administrative software solutions for K-12 schools. Their challenge: sales content scattered across multiple locations had their sales team wasting hours searching for what they needed. Even worse, when sellers finally found the content they were looking for, they weren’t sure if it was up-to-date, or even the best or most helpful for their particular needs.
Skyward also lacked scalable sales training and onboarding processes, which resulted in even more wasted time as sellers struggled to get up to speed.
The Results
Skyward’s sales cycle shortened by 12% and win rates increased 9%, thanks to the improved content access and predictive content recommendations. Veelo also greatly improved seller confidence by providing them just-in-time support right in their daily workflow, allowing them to review key information before engaging prospects. The increased confidence allowed the sellers to move their selling conversations to the next level.
“The sales reps are no longer guessing. They now know they have the content that’s going to make the biggest impact, right at their fingertips,” said Mr. Ackerlund.
Usage tracking and analytics has given Skyward the ongoing ability to measure progress, allowing management to conduct assessments that give them insights into what works. These insights then allow them to make intelligent investments and improvements, as well as address coaching gaps.
