Check out ExecVision's Quarterly Best Practice series. Watch as we break down the different Libraries you can leverage while providing you with new strategies to source for your best-of-the-best calls.

1. Quarterly Best Practice Webinar: Scaling your Libraries

2. Ghizlaine “G” Mallek
Director, Customer Success
gmallek@execvision.io
@ExecVision_io
Your Guide

3. Today’s Agenda
● Libraries - Defined & Value
● Types of Libraries
● Strategies to Easily Build your Library

4. What is a Library
A way to “bookmark” key calls for
later review by specific users, the
entire team, department, account,
or for personal reference.

6. Value that Libraries Bring
On-demand resource for reps to source “the best” calls their peers have had - by rep
name, skill, vertical, call type, campaign, etc.
Managerial alignment on what “good” sounds like.
Onboarding new hires to reduce ramp time.
Index best-in-class examples of new messaging or campaigns highlighting new
products.
Store competitive information or product feedback for other departments to access.
Empower reps to create a “highlight reel” to reference on their commute or on bad
days.

7. Libraries You Can Leverage
New Hire/Onboarding Library
Persona or Vertical Focused
Best Practices/Skill Based Knowledge
Team Review Library
Trainwreck Library
Competitive Intelligence Library
Product Insights Library

8. New Hire/Onboarding
Libraries
Integrate ExecVision into your current
onboarding process.
● Embed “Onboarding Timeline” tags into an existing
best practice Library - OR - create a dedicated “New
Hire” Library.
● Tags should speak to when the rep is expected to
listen to the calls - for example “New Hire: Week 1”
empowers reps to search for all calls with that tag
during their first week on the job
● Hold new hires accountable - ensure they score the
calls or share their take-aways with trainer

9. Persona/Vertical Libraries
Break down your libraries into
product offerings and personas.
● Arms reps with the soft skills to articulate value
to different types of personas you target
● Empowers reps to hear how top performers
position your solutions
● Tags to use:
○ Persona: VP ; Persona: Director, etc
○ Feature 1 ; Feature 2 ; Product 1, etc

10. Best Practices Libraries
Highlight skills that your reps should
be focused on.
● Have a rep struggling with objections? Guide
them to the Common Objection Library
● Ensure the skill is highlighted within the call for
quick reference
● Tags to use:
○ Sales skills (i.e. Objection Handling,
Rapport, Agenda Setting, etc)
○ Call types (i.e. Cold Call, Discovery Call,
Demo, Pricing Call, etc)

11. Call of the Month Libraries
Calls that you have reviewed in a
Group Listening Session.
● Allows reps to review calls that you have
already discussed in group session
● Easily find calls to review later or if you missed
the group session
● Tags to use:
○ Skills
○ Theme
○ Month Tag

12. Trainwreck Libraries
Learn from calls with the most
coachable moments.
● Start with top performers to show reps that not
every call will be perfect
● Focus on the coachable moments not how the
call was poor
● Tags to use:
○ Skills
○ Persona
○ Trainwreck

13. How to Build Out Your Library
Call Contests
Group review
Coaching cadences
High scoring calls
Mining calls through saved searches

14. “We saw a 44% decrease in new hire ramp time
when Libraries were used in onboarding.”

15. 3-5 Days First Month
Questions?