Co-founder and COO of Visibrain, Jean-Christophe Gatuingt leads a three-stage sales cycle—biz devs, account executives, and account managers—with several juniors. Here is what has changed in 3 months.
Customer sheet
Client
visibrain.com
Sector
B2B SaaS
On Eagr since
3 months
Teams
Biz devs, AEs, AMs
Ready to get started?
“We had equipped ourselves with recording tools. And we quickly realized that we never watched them.”
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The context
Visibrain monitors social networks for brands like SNCF, LVMH, or Carrefour. On the sales side, three teams take turns: biz devs open, account executives close, account managers handle renewals and upsells. With several juniors, getting everyone up to speed, quickly and in the same way, was the main challenge.
The team was already recording its calls to debrief delicate meetings and allow the manager to give feedback without being present. Except that a recording tool is not enough.
“We quickly realized that we never watched them.”
Name
Job title
Video conferencing has become the norm for meetings; the material was there. The time to listen to it again, was not.
Why Eagr
Two challenges convinced Visibrain. To get the teams up to speed, with a uniform playbook continuously enriched. And to move away from the manual synthesis of calls, to go from a recording that no one opens to an actionable summary, both on the sales side and the manager side.
Even without watching the whole call, you get a good idea of the key points: the substance of the call, and also the sales attitude. We have a tool that ensures the whole team is moving in the right direction.”
Name
Job title
Even without watching the whole call, you get a good idea of the key points: the substance of the call, and also the sales attitude. We have a tool that ensures the whole team is moving in the right direction.
The rollout: restructuring the playbook
Visibrain's playbook was limited and poorly structured. Integrating it into Eagr forced in-depth work, accompanied by the Eagr team.
“Quite a game changer. It helped us see things more clearly: what was specific to AEs, what was for AMs, what was common, and to go much further into detail. We have a much more comprehensive playbook today, and we are very happy with it.”
Name
Job title
The results
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