Insauga Drives Sales Efficiency By 5X

Insauga: A Local Media Powerhouse Embraces Personality Data

Insauga isn't your typical media company. Born in Mississauga, a suburb of Toronto, they've grown to become a dominant force in local online publishing, boasting over 12 million page views a month and a massive social media following. 

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However, as Insauga expanded its reach and influence, they recognized a growing need to optimize their sales process and ensure they were effectively connecting with potential clients. 

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To learn how Insauga leverages personality data to drive sales success, we sat down with Nicolas Beaver, Head of Sales, who shared his long history with Crystal Knows and how it has become an indispensable tool for his team.

"It was many years ago—I can't recall how I came across [Crystal]. But ever since I did, it's the number one tool that I recommend to any person I work with." 

Maximizing the 20% – The Quest for Sales Optimization

Nicolas, a seasoned sales professional with experience in both finance and media, understands the challenges of navigating complex sales cycles and influencing buying decisions. He's worked with big personalities and knows that connecting with executives and closing deals requires more than just a great product or service.

"As a salesperson, you really need to take every advantage you can get... you can only affect 20 percent of the buying decision... There's so many things that are out of our control." 

He knows that while many factors are outside a salesperson's control, maximizing the impact of the elements they can control – their communication style, message delivery, and relationship-building tactics – is crucial. 

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This was the challenge facing Nicolas and his team at Insauga.

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Understanding the "Who" Behind the Sale

For Nicolas and his team at Insauga, the question wasn't just about what they were selling, but who they were selling to. They needed a way to connect with their audience on a deeper level, to understand their needs and preferences, and to tailor their message accordingly. 

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Crystal Knows became the key to unlocking this understanding, offering Insauga a way to make the most of that crucial 20% influence they could control in the sales process. Easy to integrate into their existing workflow, it offered them:

• Personality Profiles: Revealing communication tips and insights into each prospect's preferred communication style, work habits, and preferences.
• Crystal for Virtual Meetings: Displaying reminders on how to best communicate with each individual during virtual calls on Google Meet and Zoom.
• Team Playbooks: Offering insights into communication styles and potential blind spots within the team.

"To me, that's a sign of respect—to present information the way that they prefer to receive information, and communicate and speak to them—how they want to be communicated with." 

With Crystal Knows, Insauga's sales team could move beyond generic pitches and one-size-fits-all approaches, tailoring their communication to resonate with each individual’s unique personality.

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Crystal Knows Fuels Sales Success and Stronger Teams

Crystal Knows has become an integral part of Insauga's success, impacting not only their sales performance but also their internal team dynamics and overall communication strategy.

The Power of Personality: Driving 5X Sales Efficiency with Crystal Knows

In the competitive world of media sales, building strong relationships with prospects is essential. To illustrate the potential impact of Crystal Knows on sales performance, Nicolas shared a compelling example from his previous company.

"Previous to that, let's say we were selling between 20 and 25 units per person a year... I was able to bring that up to over a hundred per sales rep." 

By integrating Crystal Knows into their sales process, they achieved remarkable results, including a five-fold increase in sales efficiency and a substantial boost in revenue. 

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With Crystal’s tools, Insauga has empowered their sales team to:

• Confidently prepare for meetings: By providing insights into prospects' communication styles, Crystal Knows empowers the sales team to approach every interaction with greater confidence and preparedness.
• Speak the prospect's language: Crystal Knows enables the sales team to tailor their communication to resonate with each prospect's unique personality, leading to stronger connections and more productive conversations.
• Optimize every touchpoint: Armed with insights and tools from Crystal Knows, the sales team can optimize every interaction in the sales process, from crafting compelling presentations and emails to leading engaging virtual meetings.

Unlocking a New Level of Teamwork

Crystal Knows has helped Insauga's team unlock a new level of collaboration and understanding. By providing insights into individual communication styles and potential blind spots, Crystal Knows empowers team members to:

• Communicate effectively: Team members can better understand each other's perspectives and contributions, leading to clearer communication and more productive discussions.
• Collaborate seamlessly: With a clearer understanding of individual working styles and preferences, teams can collaborate more seamlessly, leading to smoother project execution and more efficient decision-making.
• Build stronger team cohesion: By fostering a shared understanding of communication styles, Crystal Knows helps create a more cohesive and collaborative team environment where everyone feels heard and understood.

Insauga's and Nicolas' stories demonstrates how personality data can be a powerful tool for businesses seeking to optimize both their internal and external communication. By leveraging Crystal Knows' insights, they've been able to foster stronger teams, improve sales performance, and create a more human-centric approach to client interactions.

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