How Yellow.ai used Nektar to improve sales cycle by 17%
17%
improvement in sales cycle
5X
increase in CRM data on Day 1 of going live
365%
increase in opportunity contact roles
The Challenge:
Faced with ambitious sales targets, Yellow was looking for ways to improve the sales process and increase rep productivity. To get more factual data on sales performance, Yellow.ai partnered with Nektar to track key milestones in the buyer journey – first touchpoint, discovery call, demo call, decision-maker engaged, etc. – and identify areas of improvement.
The Outcome:
Using Nektar’s unified activity capture technology, Yellow.ai was able to further enrich their in-flight opportunities with 48K activities and 6.3K opportunity contacts. This data allowed Yellow.ai to conduct in-depth deal reviews and track sales cycle better without having to take verbal updates from reps.
Review deals to stay on track
Nektar data and insights enabled Yellow.ai to measure deal health and time taken from “lead” to “fully executed”. Some deals took 5X more time to progress to the next stage but were still far from closing. Having this activity timeline view was very helpful for the managers to identify high-value deals that require more focus, why they are stalled, and determine the incremental activities that could improve performance. One useful insight that came out from this analysis was the stage at which the decision-maker should be involved in the deal to move the deal faster.
We use Nektar to get activity data. The information about your in-flight deals – how are we engaging with the buyer, how many touchpoints we’ve had, what meetings were held, how the buyer responds – is the foundational information that your deal review and forecast rests on.
Build a scalable sales process
Abhimanyu Mukherjee, Yellow.ai’s VP of Sales identified the need for eliminating outdated spreadsheets and reps verbal reports to build a scalable sales process.
“Forecasting is a critical process for every organization, but when sellers use spreadsheets, there’s a high risk of user error and acting on old data. Spreadsheets aren’t scalable and only serve as a snapshot in time. There’s no context to help sellers on what’s driving that forecast.”, says Abhimanyu.
He understands that asking reps to manually enter data takes them away from their primary responsibility of selling. Automating data capture in real-time using Nektar laid the foundation for building a scalable sales process.
Uncover marketable sales contacts
Using Nektar, Yellow.ai uncovered 6.3K marketable contacts that they didn’t know existed. This additional list of contacts helped them increase their outreach efforts toward pipeline generation and sales acceleration.
“Using Nektar, getting those missing contacts has indirectly helped our inside sales team, as they’re able to reach out to all those additional contacts in the account – people we previously didn’t even know about.” – Kiran Rao, Director Sales Operation, Yellow.ai
