What You'll learn:
- Purposeful practice: What it means and actionable tactics you can put into play
- The sales coaching gap and understanding if you're suffering from it
- The most common coaching challenges sales team face today and how to overcome them
How to Onboard New Reps: The Key to Scaling Your Team in 2020Sales Hacker
What You'll Learn:
- How sales onboarding impacts sales effectiveness
- Where traditional sales onboarding falls flat & how to fix it
- How modern onboarding drives productivity
Modern Sales Coaching in 2018: Goodbye Fluff, Hello ProcessesSales Hacker
What You'll Learn:
- How leading companies enable data-driven decision making by their sales forces
- How to isolate the sales activities where coaching will make the biggest impact
- How to create clear linkages between sales coaching, CRM data, and those daily activities
- How to transition from performance gap coaching (like the GROW or GAINS model) to process coaching that enables consistent execution
- How to integrate CRM and other enabling technologies into traditional skill-based coaching
Your team should strive to convert cost-conscious callers into lifetime customers. With the right preparation and tactics, your CSRs can combat objections and drive conversation toward booking a free technician's estimate.
Empowering Customer Success Managers as Adoption CoachesAmity
One of the most critical functions that Customer Success Managers perform is proactively driving user adoption within your customers' organizations. But how do you do this rapidly, effectively and at scale?
The answer is to develop and empower your CSMs to be Adoption Coaches. Adoption Coaches don't tell their customers how to run their business, but they guide and help them through adoption to achieve and maintain the full value of your system over the years.
The book The Effortless Experience provides valuable insights into drivers of customer loyalty and disloyalty. The information is counter to what has traditionally been well-accepted practices in business. It's critical for Customer Success practitioners to understand the correlation between customer effort and loyalty in support of customer acquisition and retention goals.
How to Onboard New Reps: The Key to Scaling Your Team in 2020Sales Hacker
What You'll Learn:
- How sales onboarding impacts sales effectiveness
- Where traditional sales onboarding falls flat & how to fix it
- How modern onboarding drives productivity
Modern Sales Coaching in 2018: Goodbye Fluff, Hello ProcessesSales Hacker
What You'll Learn:
- How leading companies enable data-driven decision making by their sales forces
- How to isolate the sales activities where coaching will make the biggest impact
- How to create clear linkages between sales coaching, CRM data, and those daily activities
- How to transition from performance gap coaching (like the GROW or GAINS model) to process coaching that enables consistent execution
- How to integrate CRM and other enabling technologies into traditional skill-based coaching
Your team should strive to convert cost-conscious callers into lifetime customers. With the right preparation and tactics, your CSRs can combat objections and drive conversation toward booking a free technician's estimate.
Empowering Customer Success Managers as Adoption CoachesAmity
One of the most critical functions that Customer Success Managers perform is proactively driving user adoption within your customers' organizations. But how do you do this rapidly, effectively and at scale?
The answer is to develop and empower your CSMs to be Adoption Coaches. Adoption Coaches don't tell their customers how to run their business, but they guide and help them through adoption to achieve and maintain the full value of your system over the years.
The book The Effortless Experience provides valuable insights into drivers of customer loyalty and disloyalty. The information is counter to what has traditionally been well-accepted practices in business. It's critical for Customer Success practitioners to understand the correlation between customer effort and loyalty in support of customer acquisition and retention goals.
MongoDB Webinar : Transforming Sales Enablement with Next Gen OnboardingMindTickle
After implementing an effective 30/60/90 day sales onboarding program, MongoDB chose not to rest on its laurels. The team evolved their onboarding program to increase the productivity of their sales reps and recruiting efficiency of their sales leaders using a milestone-based approach. Join us to learn what the evolution of sales onboarding means and how to leverage from the lessons learned by Jeremy Powers, Senior Director of Sales Enablement, to implement a similar program at your company.
Defining sales enablement charter 2021Sales Hacker
What You'll Learn:
- Benchmark your enablement maturity for 2021 planning
- Solidify your current state and where you (enablement, sales, marketing) want to go
- Expand enablement’s impact across the entire go-to-market organization
How Sales Coaching Helps Maximize RevenueMindTickle
In this webinar, Nancy Maluso - Research Director at Sirius Decisions, Stephen Hallowell - VP Sales Enablement at MuleSoft and Mohit Garg - CRO and Co Founder at MindTickle discuss why Sales Coaching is imperative to a company's success and how it impacts revenue.
From Coaching To KPIs: How Metric-Driven Sales Teams Create Winning CulturesSales Hacker
What You'll Learn:
- Tips for using real-time data to increase the effectiveness of 1:1s
- Techniques for training new team members to increase time to value
- The best contests to ignite the competitive spirit on sales floor
- KPIs that every sales leader should be tracking to repeatedly hit and exceed revenue targets
Slow and Steady Wins the Race: Building Marketing Channels Slowly to Achieve ...saastr
Building out a marketing channel is like building product. It takes countless iterations and constant market feedback to get right. This session will introduce tactics on how to slowly and methodically test, assess success and eventually scale a marketing channel until it hits a ceiling and it's time to move to the next one.
Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales TeamsSales Hacker
If your prospecting team is optimizing emails based on reply rate or open rate (yuck), this is for you.
Buyer sentiment data shows you how your prospect actually feels about what you said to them. In this deep-dive with real examples, we’ll explain how it’s different from buyer intent data and how frontline sales managers are using it to coach outbound sales teams to new heights.
In this session, we were joined by Kaitlen Kelly, Manager of Sales Development at Outreach, for an exclusive peek into the future of truly insights-driven prospecting!
Maximizing the Impact of Sales Enablement with Content & LearningMindTickle
n this webinar, Jonathan Hinz from Seismic and Daniel Kuperman from MindTickle, will discuss:
How your sales reps can improve every aspect of their performance with the right sales tools
Insights into how the MindTickle <> Seismic product integration facilitates just-in-time learning for sales reps
Examples of how hyper-growth companies have leveraged integrated sales tools to win more deals
At the recent event in Sydney titled "How to be a more effective content marketer" I presented a session on what marketers should consider and do before undertaking a content marketing strategy.
This presentation provided the essential considerations and steps anyone undertaking content marketing should answer to not only determine if content marketing is right for them, but also to ensure they have the strategy, structure, resources and ability to deliver the desired outcomes.
It is important reading for those either considering content marketing or currently undertaking content marketing for their business or brand. The advice is based on not only assisting marketers with the implementation of their content marketing strategy, but also from the personal experience of building the TrinityP3 brand as a thought leader in marketing management consulting in the Asia Pacific region.
Jaleh Rezaei - How to build a scalable growth engine through speed: 5 actiona...SaaStock
To win in the current market, your marketing strategy means life or death for your business. When it comes to building scalable growth, most marketers and CMOs have it wrong. They focus on content quality, channel strategy and planning, when they should be focused on one thing and one thing only -- SPEED. In this session Jaleh will share actionable strategies that any marketing team can adopt to move 10 times faster and stop wasting time building high quality campaigns that don’t work.
A Simple Sales Coaching Methodology That Moves the NeedleMike Kunkle
Watch the webinar at: https://www.brighttalk.com/webcast/14877/237023
Everyone knows that sales coaching is needed. Unfortunately, even when sales managers try to coach, they often focus on the wrong things and don't get the results they hoped for. The solution is ROAM, a coaching diagnostic approach, that when combined with simple models for field training and sales coaching, can help sales managers move the needle on the metrics that really matter.
MongoDB Webinar : Transforming Sales Enablement with Next Gen OnboardingMindTickle
After implementing an effective 30/60/90 day sales onboarding program, MongoDB chose not to rest on its laurels. The team evolved their onboarding program to increase the productivity of their sales reps and recruiting efficiency of their sales leaders using a milestone-based approach. Join us to learn what the evolution of sales onboarding means and how to leverage from the lessons learned by Jeremy Powers, Senior Director of Sales Enablement, to implement a similar program at your company.
Defining sales enablement charter 2021Sales Hacker
What You'll Learn:
- Benchmark your enablement maturity for 2021 planning
- Solidify your current state and where you (enablement, sales, marketing) want to go
- Expand enablement’s impact across the entire go-to-market organization
How Sales Coaching Helps Maximize RevenueMindTickle
In this webinar, Nancy Maluso - Research Director at Sirius Decisions, Stephen Hallowell - VP Sales Enablement at MuleSoft and Mohit Garg - CRO and Co Founder at MindTickle discuss why Sales Coaching is imperative to a company's success and how it impacts revenue.
From Coaching To KPIs: How Metric-Driven Sales Teams Create Winning CulturesSales Hacker
What You'll Learn:
- Tips for using real-time data to increase the effectiveness of 1:1s
- Techniques for training new team members to increase time to value
- The best contests to ignite the competitive spirit on sales floor
- KPIs that every sales leader should be tracking to repeatedly hit and exceed revenue targets
Slow and Steady Wins the Race: Building Marketing Channels Slowly to Achieve ...saastr
Building out a marketing channel is like building product. It takes countless iterations and constant market feedback to get right. This session will introduce tactics on how to slowly and methodically test, assess success and eventually scale a marketing channel until it hits a ceiling and it's time to move to the next one.
Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales TeamsSales Hacker
If your prospecting team is optimizing emails based on reply rate or open rate (yuck), this is for you.
Buyer sentiment data shows you how your prospect actually feels about what you said to them. In this deep-dive with real examples, we’ll explain how it’s different from buyer intent data and how frontline sales managers are using it to coach outbound sales teams to new heights.
In this session, we were joined by Kaitlen Kelly, Manager of Sales Development at Outreach, for an exclusive peek into the future of truly insights-driven prospecting!
Maximizing the Impact of Sales Enablement with Content & LearningMindTickle
n this webinar, Jonathan Hinz from Seismic and Daniel Kuperman from MindTickle, will discuss:
How your sales reps can improve every aspect of their performance with the right sales tools
Insights into how the MindTickle <> Seismic product integration facilitates just-in-time learning for sales reps
Examples of how hyper-growth companies have leveraged integrated sales tools to win more deals
At the recent event in Sydney titled "How to be a more effective content marketer" I presented a session on what marketers should consider and do before undertaking a content marketing strategy.
This presentation provided the essential considerations and steps anyone undertaking content marketing should answer to not only determine if content marketing is right for them, but also to ensure they have the strategy, structure, resources and ability to deliver the desired outcomes.
It is important reading for those either considering content marketing or currently undertaking content marketing for their business or brand. The advice is based on not only assisting marketers with the implementation of their content marketing strategy, but also from the personal experience of building the TrinityP3 brand as a thought leader in marketing management consulting in the Asia Pacific region.
Jaleh Rezaei - How to build a scalable growth engine through speed: 5 actiona...SaaStock
To win in the current market, your marketing strategy means life or death for your business. When it comes to building scalable growth, most marketers and CMOs have it wrong. They focus on content quality, channel strategy and planning, when they should be focused on one thing and one thing only -- SPEED. In this session Jaleh will share actionable strategies that any marketing team can adopt to move 10 times faster and stop wasting time building high quality campaigns that don’t work.
A Simple Sales Coaching Methodology That Moves the NeedleMike Kunkle
Watch the webinar at: https://www.brighttalk.com/webcast/14877/237023
Everyone knows that sales coaching is needed. Unfortunately, even when sales managers try to coach, they often focus on the wrong things and don't get the results they hoped for. The solution is ROAM, a coaching diagnostic approach, that when combined with simple models for field training and sales coaching, can help sales managers move the needle on the metrics that really matter.
Building a Culture of Coaching In Your Sales OrganizationBrett Andersen
Whether you admit it or not, your Sales team forgets your training effort within hours. It's about the science of forgetting. Forgetting happens. But do you know what they do remember? The actions and behaviors that have become habit. They remember what they've unconsciously mastered because that's their zone - good or bad. To do this, your salespeople need a coach - someone who can make the right skills and behaviors second nature. It's time to build a strong culture of coaching excellence.
Developing the Coaching Skills of Your Managers and Leaders | Webinar 09.09.15BizLibrary
What are the obligations of managers? It varies from organization to organization based upon a number of factors such as industry, culture, department, skill level of the team, etc. Regardless of the organization, at the very heart of this question lies a dilemma. In this webinar we'll discuss:
Why coaching skills are important
Traditional coaching models and how we can improve them
Emerging principles and competencies for managers and leaders
The difference between coaching and mentoring
Collaboration
Supervision
www.bizlibrary.com
Soft Skills, Leadership, Time Management, Stress, Comfort Zone, Team Work, Aladdin Factor, Customer Centric Selling and service, Body language, global accounts, relationship management
Developing the Coaching Skills of Your Managers and Leaders | Webinar 01.28.16BizLibrary
In this webinar, Vice President of Organizational Strategy at BizLibrary, Chris Osborn, will discuss why and how to develop the coaching skills of your organization’s managers and leaders.
www.bizlibrary.com
The economy goes up and down. Right now, it’s not doing so well. In fact, most would say it has
tanked. Managing your costs is important to your growth and survival, and when the economy is
performing poorly, it is even more of a challenge. Experts say that 58% of companies have a
shortfall in leaders and many companies are actually cutting their development budget as part of
their cost cutting measures.
NLP TOP COACH, International Training & Coaching & Leadership DevelopmentAh Roi
NLP TOP COACH is a team of dedicated, enthusiastic and motivational Coaches, Trainers & Business strategists. From experiences covering 5 continents, our breadth of knowledge and expertise will ensure you receive the best advice, consultancy and solutions for yourself and your corporation. We are passionate about helping you ‘Unleash your Power for Success and Happiness.
MISSION
Creating World-Class Leaders, Coaches & Trainers.
VISION
World’s No.1 Certification provider for NLP, Coaching & Leadership Development Training.
CORE VALUES
Passion– We coach and train with passion, enthusiasm and confidence
Authentic – Genuine team, delivering pure high quality NLP, Coaching & Leadership Certification
Results – Creating Success & Happiness in your business, health, wealth & relationships.
Coaching Staff for Success overviews the key learning points of Donna Price's new book: "Coaching Staff for Success" Managers learn HOW to integrate a coaching model into the workplace and WHY.
Learn more about Coaching Staff for Success and our other leadership development resources at: https://compassroseconsulting.com/employee-coaching
All managers need some guidance on the whys and hows of coaching, but most organizations can’t afford to train them on a large scale, so the least you can do is make an effort to create a culture of coaching. The key is to create a pool of manager-coaches who can be role models, supporters and sustainers of a coaching mindset.
When you select the right people and invest in their development and position them as coaching advocates, you plant the seeds for expanding coaching well beyond the individual manager-direct report relationship. Your role models demonstrate effective coaching both formally and informally, and they help motivate others to use and improve their own coaching capabilities.
Always link the purpose and results of coaching to the business. Managers have to know the business case for coaching and developing others if they’re to value it and use it effectively. Where is the business headed? What leadership skills are needed to get us there? How should coaches work with direct reports to provide the feedback, information and experiences they need to build those needed skills? Set strategic coaching goals, tactics and measures for the organization as well as including coaching as an individual metric.
The Breakthrough Paradigm: Change Leadership
Acquire a certification in Change Leadership. Learn the technology and methodology of Neuroleadership to enhance your Performance through working on your Relationships. Create a culture of High Performance by learning how to practice Change Leadership
Anti “Personal Brand”: The Damage & 35 Downsides of Building a Personal Brand...Sales Hacker
It seems everywhere you turn today, someone’s trumpeting that you ABSOLUTELY must build a personal brand.
That it’s your golden ticket to endless opportunities. Your quick-and-easy meal ticket to success. That you’d be absolutely crazy not to.
But in a land where everything has an opportunity cost, you have to ask: When can it hurt you?
What are the downsides of building a personal brand?
Live Email Tear Downs and How to Build Up Your Sales Org for the New Email Fu...Sales Hacker
This event will be an eye-opener for SDRs, prospecting AEs, and their managers.
You’ll SEE exactly how to improve your outreach. 👀
This isn’t just about tactics. Managers will want to pay attention too! We’re digging into what it takes to build an organization that excels in the inbox.
How to Put the “Person” in Personalization and Get 10+% Reply RatesSales Hacker
If your definition of personalization is still {Insert Name Here}, you’re in trouble.
Sending the same templated emails to prospects is going to land you right in the dreaded email trash folder alongside countless other unread and unanswered cold emails.
LeadIQ is on a mission to help you bring your cold email strategy out of the ice ages and into 2022.
Learn how to personalize to anyone with creative persona-based value props, specific and relatable subject lines, and clever transitions that will leave no email wasted.
2021's Hidden Sales Problem: This Playbook will 2-5X your PipelineSales Hacker
There’s a big sales problem hiding in plain sight and it’s sitting right at the top of your funnel. If it’s not corrected, your team will feel the negative effects throughout 2022.
We will be sharing a playbook on how to fix this lead chasing problem that slows down your sales team. This playbook will boost your pipeline, shorten your sales cycles, and book more sales meetings than ever before.
Your Global Sales Playbook: How to Take on International ExpansionSales Hacker
DocSA company can only be as big as its global ambitions.
International sales bring new markets, fresh revenue streams, unique talent, and a higher return on investment. But a methodical go-to-market plan is critical in ensuring that your organization is set up for success.
When appropriately composed, these strategies mitigate expansion risk and encourage efficient use of resources, timelines, and capital for global expansion. How can you avoid the most common international expansion mistakes?
Globalization Partners' Chief Revenue Officer, Diane Albano, joined us to share expert insight into building a global sales strategy that can dramatically improve the long-term outlook of your company.
A Repeatable Process for Crafting Perfectly Personalized EmailsSales Hacker
Writing a good personalized email is kind of like building out the perfect March Madness bracket, or selecting your own numbers for the next big lottery ticket. With email reply rates below 1% these days, the odds are incredibly stacked against you.
Check this deck to learn from Josh Braun and Ryan O’Hara how to create a repeatable process for creating personalized emails that will lead to double digit reply rates and more booked meetings.
How A 'One Team' Mindset Fuels Revenue Growth in 2021Sales Hacker
Macaroni and cheese. Bacon and eggs. Sales and marketing.
All of them should make the perfect team. But somewhere along the line, sales and marketing teams developed deep-rooted differences that need resolution. As organizations grow, this rift widens as the two teams act like two different organizations that plan, execute, and optimize two separate processes for the same buyer.
To develop a deeper understanding, we interviewed 1200+ global sales and marketing professionals - the largest-ever survey on sales and marketing alignment.
Learn from Stephen Pacinelli, Chief Marketing Officer at BombBomb and Brogan Taylor, Head of Enterprise Sales at Freshworks as they discuss the findings and share tactical ways to align the two in order to drive revenue and collaboration.
The Framework for B2B Sales Leaders to Develop a Customer Centric Business ModelSales Hacker
The way your customers buy has permanently changed. 80% of buyers say that the experience a company provides is as important as its products and services.
And with an overabundance of information available online, through countless channels, buyers are also armed with more information than ever before - sometimes more than your sales team.
The answer is a transition to deep customer-centricity, not just in theory, but in practice.
In this deck, Moxtra’s Head of Strategic Business Development, Nikhita Iyar discussed the steps B2B sales leaders need to take to shift to a more customer-centric approach, how to build a digital buyer experience that fuels revenue growth, and reaches and retains all potential customers.
3 Ways to Improve Your Inbound Process with AutomationSales Hacker
A successful inbound engine takes a whole lot of strategy and collaboration to pull off. The buyer experience and how quickly your reps get in front of your prospects is hugely influential on your close rates. This is something you may have experienced or are experiencing now — RevShoppe and their clients have seen this first hand and successfully transformed organizations into automation machines.
The common challenges that RevShoppe clients were experiencing around the inbound motion prompted RevShoppe to dig deeper into how companies are engaging their inbound prospects. They worked with a data science team to understand patterns in the inbound process across 400+ SaaS companies today.
In this deck, Patricia McLaren, Co-founder and CEO at RevShoppe, showed us the most shocking findings from their inbound research and taught us the steps to create your own successful inbound engine and buyer experience.
Comprehensive Encyclopedia of Sales Plays Cheat SheetSales Hacker
“The Comprehensive Encyclopedia of Sales Plays” to deliver an answer on the one overarching playbook — that can create predictable & repeatable pipeline for Sales teams of ALL sizes, SDR teams at ALL stages, and ALL based on data!
Comprehensive Encyclopedia of Sales PlaysSales Hacker
Since inception, the sales industry has historically had questions that have gone unanswered and substantial problems that have gone unsolved.
First, there’s the tactical ones: What makes the perfect cold call? How do I handle the objection “Send me an email”? What’s the perfect subject line? And when someone ghosts me, how do I re-engage with them in a way that gets the response I want?
And then there’s the bigger ones.. Why do my AEs fight with my SDRs on which meetings are TRULY qualified? Why does Marketing complain that Sales isn’t following up with their MQLs in a timely manner? Why does Sales complain that ALL of the marketing leads are “BS”? And what is the ONE playbook that will help my team drive predictable & repeatable pipeline, once and for all?
In this deck presensted by Becc Holland & Scott Barker for “The Comprehensive Encyclopedia of Sales Plays” to deliver an answer on the one overarching playbook — that can create predictable & repeatable pipeline for Sales teams of ALL sizes, SDR teams at ALL stages, and ALL based on data!
How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)Sales Hacker
What You'll Learn:
- How to build structures to move ambitious team members from SDR to AE and beyond
- How to help salespeople pivot into other roles in the org (Sales to Ops, Enablement, Leadership, or even Marketing!)
- How to inspire and retain talent that will carry your company forward (down market, or not)
How to Book More Meetings w/ “Persona-Based” PersonalizationSales Hacker
Ever been told that personalization is THE key to masterful sales messaging & more booked meetings?
Well, you’ve been lied to! Salespeople have fetishized personalized messaging for over a decade when, in reality, relevance is king.
The even worse news? Because you’re competing for your prospect’s attention, it falls on your shoulders to stay ahead of the pack & remain relevant.
Luckily for us, TJ Macke is revealing his framework for creating sales messaging that prospects actually read & respond to, and it’s called “persona-based” personalization.
Workshop: Breaking Down a Real Outbound Prospecting SequenceSales Hacker
With 2020 hitting the market hard, many sales leaders are facing less staff & resources while still being expected to hit (or exceed) quota.
With our customers facing similar squeezes, tried and true outbound tactics are falling flat, leaving us all scrambling to find that extra gear in our outbound sequences….TODAY!
In this presentation, Jeff Swan, Chief Playmaker at RevUp Sales, will demonstrate how to think critically about your sales messaging & sequences, so you can find an extra gear and book more meetings, while your competitors continue to fall flat with outdated (or worse, irrelevant) sales plays.
The Link between Sales Happiness, Performance and TechnologySales Hacker
That sales culture trumps strategy is not new. But can the culture of a sales team be based on “happiness”? How do catch-phrases like “work hard, play hard” impact the culture of the sales team? And does a happy sales team even lead to great performance?
These are the questions we set out to answer when we commissioned Harvard Business Review (HBR) to study the impact of a happy sales culture on business outcomes, metrics such as sales productivity and performance. The results break some long-standing myths.
Learn from our panel discussion that uncovers these insights. It brings together leaders who have built high performing sales teams with happiness at the core of their sales culture.
The Secret Recipe to Show Extreme Value to Your New Buyer: The CFOSales Hacker
What You'll Learn:
- What CFOs really care about in today’s environment
- How to reposition your value-prop to “CFO-proof” your deals
- Tips & tricks to increase your impact with intentional, value-driven meetings
- How to use extreme preparation to “earn the right” to engage with your buyers
3 Techniques That Will Transform Your Deal ExecutionSales Hacker
What You'll Learn:
- Why winning influence is critical for closing revenue.
- How to build trust and credibility with team selling.
- The #1 signal that all winning deals have in common.
From Call to Close: Three Strategies to Uplevel Your Entire Sales ProcessSales Hacker
The world of sales has changed. Sales teams across the globe are grappling with longer payment terms, enhanced deal scrutiny, and stalled sales motions.
As a sales leader, how do you ensure your entire sales process is keeping up?
Learn from Dan Templatement, RVP of Sales at Chorus.ai, and Ryan Neu, Founder & CEO at Vendr, to learn three proven strategies to re-engage and level up your entire sales motion - from call to close.
The Only SDR <> Marketing Alignment Playbook You'll EVER NeedSales Hacker
“Our inbound leads are ALWAYS unqualified, already in the pipe, or a current logo.” - Sales Manager.
“Why can’t sales just, like, close 10% of the leads from my webinar last week?” - Marketing Manager
Sound familiar? Yeah… you’re not alone.
Becc Holland, as the Head of Sales Dev at Chorus.ai, felt the pain of sales & marketing misalignment too. So she set off on a year-long journey to fix it, and she did!
Learn the exact 7-step process that she implemented at Chorus.ai to drive marketing results that her salespeople actually care about.
What You'll Learn:
- The video-enabled full cycle sales sequence.
- How to use video to enable your champions.
- How to keep top of mind during a long sales cycle.
- How to avoid dropped meetings and build lasting relationships.
4. Best Practices on Training and the Value of Practice Rounds
with Matt
Creating a Coaching Culture and Engaging with Frontline Managers
with Joe
1 + 1 = 3 Story: How to Combine the Power of Chorus & Lessonly
with Chuck
Agenda
1
2
3
5.
6. “We help people
do better work so they
can live better lives.
— Lessonly Mission
8. New World
● 5-10 minute lessons that keep reps updated.
● Content that’s helpful & engaging, rather than
dry & dull.
● Practice common scenarios and get feedback.
Old World
● Training is slow and in-person.
● Struggle to keep anything up-to-date.
● Rely on questions, shadowing and
periodic events to reset.
9. Drag-and-drop to add text, images,
videos, documents, quiz questions,
practice scenarios, and more.
Create Quickly
10. We put learners first. Our simple,
intuitive, mobile-friendly experience
lets teams train anytime, anywhere.
Learn & Practice Anywhere
11. Integrate training into everyday tools
like Salesforce, Slack and Zendesk.
Simplify Workflows
27. Introducing the Success Paradox
The more successful you are, the worse your team gets.
As long as you succeed, your goals go up. To meet
demand, you hire. As you hire, you continue to build a
team of less and less experienced salespeople. You end
up with >50% of your team having <1yr of experience
in their current role. It’s rookies teaching rookies!
The Success Paradox
The Success Paradox
28. You still rely on your top
10% reps to drive 80% revenue
New reps take a long time
to start producing
The average manager says they coach 6 hours
a week, the average rep says they get
coached less than an hour a month.
Managers don’t have time
for structured coaching
The Coaching Gap
The Success Paradox
29. Coaching, by The Numbers
The Success Paradox
Are you the coach you think you are?
SOURCE SURVEY CONDUCTED AT A FORTUNE 500 COMPANY BY SCOTT EDINGER
30. Coaching, by The Numbers
The Success Paradox
REPS WILL LEAVE AN
ORGANIZATION IF THEIR
MANAGER IS A POOR COACH
MANAGERS SPEND
UNDER 30 MINS EACH
WEEK COACHING REPS
HIGHER REVENUE GROWTH WHEN
YOU INVEST IN SALES COACHING
60% 47%
17%
SOURCE ZENGER FOLKMAN SOURCE BRAINSHARK SOURCE SALES MANAGEMENT ASSOCIATION
31. Coaching Challenges
The Success Paradox
We don’t even know
what to coach!
Managers can’t
find the time.
We’re too busy to
find time for this.
I’m on back to back
calls all day long.
Reps don’t want to
be micromanaged.
I thought the sales trainer
was supposed to cover this!
33. Coaching Maturity Model
Maturity Model - A Coaching Framework
EARLY
AD HOC
VP Sales led
LECTURE AND 1:1
Priorities
- Pitch
- Discovery
- Competition
- Pricing
GROWTH
STRUCTURED
VP and Sales Mg led
LECTURE, MOCK CALL, 1:1
Priorities
- A/B Tested Pitch
- Discovery Paths
- Competitive Battlecards
- Pricing and Negotiation
- Product Lines and Verticals
MATURE
COACHING CULTURE
Sales Enablement Owner
LMS, FILM REVIEW, PDPS
Priorities
- Onboarding Programs
- Ongoing Curriculum
- Accreditation
- Training > Behavior Change > Results
- Metrics Driven
34. Coaching Culture - The Cornerstones
Coaching Culture - The Cornerstones
- Best in class companies are
curating an onboarding program
that spans 3-8 weeks.
- Coaching can’t live in your
first 90 days.
- Best practices are to align on
a 12 mo calendar of initiatives.
- Managers coach the deal, but
not the rep.
- Structured coaching programs,
tailored to the individual are vital.
- Ensuring attendance is step 1.
- Ensuring consumption and
adoption is the real test.
ONBOARDING ONGOING
1:1s ACCREDITATION
35. Sean Marshall
VP Worldwide Sales,
Klaviyo
I want a consistent selling motion across
all my reps. I need managers inspecting
with intent.
Deal Inspection
Coaching Culture - The Cornerstones
36. KEY TOPICS FORMAT KEYS TO SUCCESS
Skill Development
- Schedule and enforce regular training
- Create a 12mo calendar and assign ownership
• 10% of what you hear, 20% of what you read,
50% of what you teach
Managers love to coach the deal. Coaching
the skill.. Not so much.
Peter Chun
Vice President Sales,
Lucidchart
- LMS
- Film Review
- Lecture
- Roleplay
- Call shadows
- Source from Company OKRs
• New methodology
• New product launches
- Source from team needs
• Survey reps and managers
Coaching Culture - The Cornerstones
37. 1:1s
- Map the conversation you want
your managers and reps to have
- Earmark specific time for coaching
- Provide guidance on the topic and
content to coach
The sales manager is
accountable for the results of
their team - Therefore, they
own training, if not delivering it.
MATT CAMERON
Sales Productivity Partner,
Venture Backed Firms &
Founder, SaaSy Sales
Management Training
SHORT CUTS
Coaching Culture - The Cornerstones
Link to Coaching Asset
38. Personalized Coaching Plans
- Reps self-select focus skill
- Managers and reps build a monthly cadence
- Clear expectation, measurable improvement
Changing sales reps behaviors is not about a
training. Training is one part of the puzzle,
together with manager coaching, content, and
accreditation to confirm that reps are actually
changing their behavior.
MISHA McPHERSON
Sales Whisperer, Sales
Enablement. Scaling sales,
day in and day out.
HIGHLIGHTS
Coaching Culture - The Cornerstones
42. Combine the Power of
Practice and Inspection
for a Turbocharged
Outcome
Augment with Real
Clips and Inspect
Actual Calls
Structure Your Training
and Enforce Practice
1 + 1 = 3
43. PROGRAM
OVERVIEW
Lessonly Path
for Discovery
Best Practices
Smart
Playlists
in Chorus
Practice
Scenario in
Lessonly
Score a Real Call
in Chorus
If you test out... If you don’t...
You start the
Path again
You’re
done!
44. Lessonly Path Builder
- Shorter is Better
- Use Quizzes for “Hard Knowledge”
- Use Practice Scenarios for “Soft Knowledge”
BEST PRACTICES
- Be brief. Be brilliant. Be gone.
- Introduce what you’re teaching
- “The Why” it’s important
CONTENT TO INCLUDE
49. Practice Makes Perfect
Real Call Examples Make Your Training Pop
Grade Real Calls or Risk Lack of Adoption
Training is an Ongoing, Continuous Cycle
Key takeaways
1
2
3
4
5
Structure Your Curriculum - Don’t Wing It
6 Leveraging Technology Creates a Flywheel (1+1=3)
50. See the Power of This Partnership for Yourself
Free Trial of
Chorus
add Real Calls to
Your Paths
Free Trial of
Lessonly
create Paths from
your Recorded Calls
Free Consulting
and Set Up Call
to Help You Set Up This
Program
Free Pilot of
Lessonly and
Chorus
Set Up a Flywheel Program
That will Accelerate Your
Sales Team
LESSONLY USERS! CHORUS USERS!
CHORUS AND LESSONLY USERS! CURIOUS ABOUT BOTH?