Client: Mabo
Contacts: Natalia Cavidad
Sector: Digital Marketing and Advertising
The Challenge
Mabo provide a range of digital marketing solutions including PPC, SEO and Social Media.
Lee Mableson, Managing Director, and the senior team at Mabo had spent time creating a strategic three-year plan focussing heavily on recovery post-COVID and business growth. To help facilitate this, the team sought out new training opportunities to upskill their business development staff. Approaching TVCA they achieved funding to deliver on their sales-based learning objectives and were referred to Just Williams as a potential provider.
Specifically, Mabo needed help with sales-based learning objectives, including:
- Business market position and maximisation
- Creating exceptional customer excellence at every turn
- Objection handling
- Social selling
- Communication, negotiation and engagement skills
The Solution
Just Williams developed a program consisting of two in-person group sessions and subsequent individual 1:1 sessions to facilitate further learning and implement activity. Following their first session, Mabo decided to invite members from their wider team to be involved given the level of transferable learning provided and added value of more staff following the same training structure.
Feedback included the benefit of having Just Williams provide training as an external source with significant experience in the field, ultimately giving the team the opportunity to challenge current activity and thinking to ensure it is the most robust and impactful for the business growth ambitions.
Outcomes
Key outcomes included:
- Blended team approach
- Visibility of alternative, impactful business activities
- Tangible outcomes for team members from sessions
- Awareness of importance of emotional intelligence in sales and business growth
- Blending of historical lines between Sales and Marketing with transferable learning
Impact:
- New leads generated following implementation of training received
- Successful use of new tools such as email sequencing, additional usage of CRM and telesales techniques
- New feeling of openness within the team, reducing the barriers to difficult conversations
- New internal role functions created to carry forward activities leading to business growth
Client Feedback
“Our program included a mix of face-to-face team sessions and 1:1 mentoring. Initially this was aimed at our Sales and business development staff, but following the first session, we adjusted to include Marketing staff too as there was a lot of transferable learning that benefitted the wider team. That was highly beneficial and it opened us up to have bigger, sometimes harder conversations, including asking ‘what haven’t we been trying’, and implement that thinking.
We got some really tangible outcomes for the teams, it allowed everyone to learn about themselves, how they can support others and it has informed business activities to bring forward.”
Natalia commenced a new role as Head of Commercial, promoted from Head of Marketing, to support the implementation of learning from our program and other business activity.
Following the completion of the program, the team at Mabo planned to continue delivering internal training to support learning from this program, with additional considerations of senior leaders also participating in sessions to broaden the shared knowledge, One Team mentality and growth opportunities across the business. Learning is ongoing although benefits were seen throughout the organisation almost immediately.