Drew Hultgren

Senior Manager of Revenue Operations, Propeller Aero

Wingman helps us quickly pinpoint areas for improvement

Headquarters
Surry Hills, NSW
Industry
Conversation Intelligence
Founded
2014
Company Size
51-200

Headquarters

Surry Hills, NSW

Founded

2014

Industry

Software Development

Company Size

51-200

What we do at Propeller Aero

Propeller Aero is a global leader in 3D mapping and data analytics solutions that give earthworks companies the power to measure and manage themselves, with visual tools that everyone can use from any device, anywhere, anytime.

Heavy civil construction and earthmoving operations trust Propeller to help their teams work together better to understand how fast they’re working, how much material they’ve moved, and if they’re on budget.

The main problem we solve with Wingman

Before Wingman, we didn’t have any software for call analytics and recordings. One reason for this was that the sales organization and the company itself were still very new. 

At that point, we were doing our best to record meetings on Google Meet or Zoom. But it was hard to aggregate the recordings, provide feedback or provide the right people access to the recordings.  When we deployed Propeller Aero in North America, which was a brand new market for our software platform, the question of how to scale and grow our sales team in a quick and efficient manner arose.

We needed a tool that was easily added and accessible for new and existing reps to use for customer interactions – prospecting, hosting demo calls, etc.

We wanted to capture all the data incredibly quickly, without having to remind reps to record or provide notes. Wingman does all this for us – allows us to capture all the information, look back, and coach and analyze calls very easily. 

How Propeller Aero benefited from Wingman

We capture many different conversations with Wingman during the entire sales process.

There are two  different aspects to our sales process – a new customer acquisition side of the business and a land-and-expand growth side, where we work to expand our existing accounts.

From the new customer acquisition perspective, SDRs use Wingman right from the beginning  when they attempt to make contact with potential prospects. After they make the first contact and have established a level of business need, they book a software demo and loop in the AEs and sales engineers. 

Then there are a couple of follow-up demos where we bring in different stakeholders. And after that, we close the deal pretty quickly. Our sales cycle is just about 60 days on average.

Apart from capturing calls before a deal is closed, we also make a point of conducting all of our customer training and any other interactions with customers on Wingman. 

On the land-and-expand side, for example, account executives reach out to our existing customers to talk about initiatives and explain specific features and functionalities in depth. These strategic meetings are also a way to understand how we can help our customers or solve different pain points. Wingman is present on all these calls as a lot of people outside of our organization are involved. 

We use another tool called Enable that allows us to add content and videos for prospects throughout the buying journey. So we link a lot of the Wingman recordings on that platform as well. 

The other big benefit is having a repository of account histories. As is the case with any company, you’re bound to have some personnel turnover over the years. But because we've now been using Wingman for quite some time, it's really easy for us to hand over accounts to new hires. 

Wingman for onboarding sales reps faster

Wingman is really helpful when it comes to the onboarding of new sales reps. Having a robust call library of both good and bad calls from different stages of our sales process makes it easy for new individuals to quickly digest how calls should go and what success looks like.

Over the past couple of years, we've been able to significantly reduce our ramp time, especially when it comes to our sales development reps. And I think a large part of that is attributable to being able to very easily point out good calls with Wingman.

Wingman for training sales reps

For the most part, we use Wingman for our sales development team and AEs – to coach them, help them through different pain points, and understand why a particular deal stalled. 

Our sales managers regularly review calls for their 1:1 meetings with our reps. Every couple of weeks, we try to collect a few calls from each rep, for example:

  • A call that may have had a really good customer story.
  • A call with a good snippet of competitor intel.
  • Also calls that bombed and could make for a good learning experience.

We try to aggregate all these calls and send the links to the team so they can review. We also encourage reps to go back and review the demos for specific deals that we know have stalled or fallen off the radar. They can then discuss with their manager how they could have either set better next steps or had a better talk/listen ratio, etc. 

The other advantage is course correcting with existing reps. 

So, would I recommend Wingman?

Certainly, I would definitely recommend Wingman to others! 

It is a great way of understanding the different engagements that happen throughout a deal's life cycle. That allows us to closely examine the customer journey and see if we've either taken the right steps or the wrong steps to acquire them as a customer.

With Wingman, we are also able to quickly pinpoint areas that we can improve on.

If I was pitching Wingman to another person in the space, I would say that especially for small to medium sized businesses, it is a great call analytics software that integrates with pretty much all the big software applications that you need.

Wingman is user friendly and very easy to navigate; reps can get up to speed quickly. It's similar to a lot of other tools in the sense that if you want to go deeper into it and utilize all the bells and whistles for analytics, you can get a lot out of it. 

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