How Allego Used Personality Intelligence to Unlock Sales Success
By Crystal Resource
Allego is a leading sales enablement and training organization that empowers sales teams to improve their performance through innovative solutions and technologies. One of the crucial aspects of their sales success lies in understanding their prospects and connecting with them on a deeper level. To achieve this, Allego leveraged the power of personality intelligence, which helped them enhance their sales outreach and ultimately secure significant deals.
Customized Outreach with Personality Intelligence
Before implementing Crystal Knows, Allego was already investing considerable time and effort in their sales development efforts. However, they recognized the potential of utilizing personality intelligence and DISC to magnify their impact further. The integration of Crystal Knows into their sales process allowed their Sales Development Representatives (SDRs) to craft custom messages tailored to the personalities of their prospects in a way that resonates with their natural personality type.
The Initial Results After Implementing Crystal Knows
The results were remarkable. Within the first month of using Crystal Knows, Allego witnessed an 18% increase in response rates from prospects. This meant that their outreach was resonating better with potential customers, leading to increased engagement and interest in their offerings. Moreover, the booked meetings rate for SDRs improved by 10-12% in the initial three months. This increase in closing rates indicated that the SDRs were effectively connecting with prospects either through verbal communication or written outreach, thanks to the insights provided by Crystal Knows.
The Business Impact of Implementing Personality Intelligence
The positive outcomes of using Crystal Knows were not merely incremental but had a profound impact on Allego's business. The improved response rates and booked meeting rates translated into a significant increase in potential revenue and pipeline growth for the organization. With the potential to represent hundreds of thousands or even millions of Annual Recurring Revenue (ARR) in a given year, Allego recognized the tremendous value Crystal Knows brought to their sales efforts.
Using Personality Intelligence with an Active Deal
An exemplar success story that highlighted the tangible benefits of integrating Crystal Knows into Allego's sales approach was the pursuit of a big enterprise customer. The sales team was on the verge of securing a deal with this customer, but they sensed hesitation and uncertainty at the final stages of the negotiation. Thanks to the insights provided by Crystal Knows, the salesperson identified that the prospect had a high "C" personality type, which meant they preferred facts, figures, and thorough validation before making a decision.
Slowing Down to Speed Up
Understanding the prospect's personality type and the need for additional validation, Allego followed their motto of "slow down a sale to speed up a sale." They took a step back and provided the customer with more proof points and data to support their decision-making process. This approach allowed the prospect to feel more comfortable and confident in their choice, leading to a successful deal closure.
Unleashing the Power of Personality Intelligence Across the Sales Team
Allego's partnership with Crystal Knows completely transformed their sales approach, empowering their team to gain a deeper understanding of prospects and communicate in a way that truly resonated with each individual's unique personality traits. By implementing customized outreach strategies and targeted engagement, Allego experienced remarkable improvements in response rates, booked meeting rates, and millions of dollars in Annual Recurring Revenue.