Automating Dull Finance Work
Paul Kearns (CEO) and Brian Coyle (Sales Director) engaged with Gener8 to help support Kefron AP through its transformation to digital solutions. The focus they had was on closing more business and having a clearer, more accurate pipeline. This was driven by a couple of key challenges. The first was they did not have a common language or sales methodology to engage and manage sales opportunities. The second was their technology solution was, in their own words ‘discretionary’; generating the necessary momentum to get prospects to commit was proving difficult.
After spending time with James Smith (Head of Sales for UK) to understand the value proposition, Gener8 delivered a Value Based Selling workshop focusing on deeper questioning about the impact of the customer’s current way of processing invoices. A lot of time was spent on group role-play, not only to practice in the session but also to provide an exercise the sales team could do on their own to sharpen their sales skills after the training. CO-IMPACT deal qualification sheet was also introduced to help the team manage opportunities more effectively and to know when they were wasting their time and need to walk away because they ’chasing a white van’.
In the words of James Smith “We've had an astonishing 2019 and have won 21 net new clients in the UK from a standing-start. Our new clients using our cloud P2P system, Kefron AP, come from a diverse range of sectors from Beauty Pie (make-up) and Brent Council (local authority) to Ebury and Smart Pension (finance tech).