Guests:

Kyle Bastien — Dir. of Sales Enablement at Drift

Matt Belitsky — Head of Customer Success at Chorus.ai

Moderator: Scott Barker — Head Of Partnerships at Sales Hacker

At every organization, sales coaching simply cannot be neglected; especially when it starts preventing your team from hitting quota. Research shows that more than 60% of sales reps say they’ll leave an organization if their boss is a poor sales coach. While 75% of businesses believe sales coaching is the most important thing sales leader do, more than 47% of managers spend less than 30 minutes coaching each rep per week. Enabling your sales team with a set of best practices can mean the difference between a winning and losing sales playbook.

What You’ll Learn:

• What sales coaching is and why its so important
• Who, what, when and where to measure success
• What a best in sales class coaching program looks like
• 3 ways to implement successful sales coaching

Watch it here👇

Originally published at Sales Hacker.

What it Takes to Create a Successful Coaching Culture was originally published in Sales Hacker on Medium, where people are continuing the conversation by highlighting and responding to this story.

Guests:

Kyle Bastien — Dir. of Sales Enablement at Drift

Matt Belitsky — Head of Customer Success at Chorus.ai

Moderator: Scott Barker — Head Of Partnerships at Sales Hacker

In the first part of our webinar, we provided a framework for how to build a sales coaching culture, and established baseline metrics for how to elevate it to a best-in-class program going forward.

Part 2 of this webinar dives into how to run a best-in-class program. We’ll help you refine your coaching methodology by defining the two components needed for its foundation.

What You’ll Learn:

• War stories from both Kyle and Matt on their experiences building a coaching program
• Common challenges faced when launching your program and how to solve for them
• Best practices on operationalizing your program with a proven sample schedule we developed

Watch it here👇

Originally published at Sales Hacker.

How To Generate Pipeline With a Successfully Proven Coaching Culture — Part 2 was originally published in Sales Hacker on Medium, where people are continuing the conversation by highlighting and responding to this story.

Guest: Brian Trautschold — Co-Founder at Ambition

Moderator: Scott Barker — Head Of Partnerships at Sales Hacker

These days, it seems like every sales publication has *at least* one article about “culture”, but what does “building a culture” actually mean? Better yet, how can a busy, stretched-thin sales manager in a high-pressure environment create and shift culture while still making sure everyone hits the big numbers?

Successful, modern sales leaders have figured out that “building a culture” really means measurable coaching programs, team-wide visibility, strategic competitions and celebrating wins are a highly-valued centerpiece of their organizations. Not-so-coincidentally, these managers are leading the pack when it comes to building a healthy pipeline, consistently hitting numbers and reducing employee churn while also increasing quota attainment.

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

Watch it here👇

Originally published at Sales Hacker.

From Coaching To KPIs: How Metric-Driven Sales Teams Create Winning Cultures was originally published in Sales Hacker on Medium, where people are continuing the conversation by highlighting and responding to this story.

Guests:

Trish Bertuzzi — Founder/CEO at The Bridge Group

Natalie Severino — VP Marketing at Chorus.ai

Moderator: Scott Barker — Head of Partnerships at Sales Hacker

Back in 2014 HBR reported that “acquiring a new customer is anywhere from 5 to 25 times more expensive than retaining an existing one.” Things haven’t changed much since then. High-growth companies still look at reducing churn and further penetrating accounts as key sources of topline growth. However, many companies still think of the Customer Success organization as a support team and not a sales team.

In this webinar, Trish Bertuzzi, CEO of The Bridge Group, Inc., and Natalie Severino, VP Marketing at Chorus.ai discussed how customer success (CS) and customer experience (CX) are the new frontiers of company growth. They’ve demonstrated how the CS team can impact incremental revenue by running amazing upsell or cross-sell plays as well as ensuring businesses deliver top-of-the-line CX. They also described best practices in onboarding, training, measuring, and compensating CS reps.

What You’ll Learn:

• How the math behind customer acquisition makes retention more valuable
• The key elements of the post-sale customer experience
• What successful handoffs between sales reps and customer success look like
• How not investing in the sales skills of your CS team is costing you revenue

Watch it here👇

Originally published at Sales Hacker.

Customer Success: Why it’s the New Sales Frontier was originally published in Sales Hacker on Medium, where people are continuing the conversation by highlighting and responding to this story.

Guest: Maya Sykes — Campaign Marketing at Intercom

Moderator: Scott Barker — Head of Partnerships at Sales Hacker

One of the key ways to convert high-value accounts into customers is with Account Based Marketing (ABM). ABM is a new motion for many sales and marketing teams, but getting started with ABM still can be easy with a few foundational tools. At Intercom, we built out ABM and outbounding motions using outside tools and our own ABM features within our Intercom product. Throughout the process, we’ve learned some of the best ways to drive even more value from ABM using live chat.

What You’ll Learn:

• Why account based marketing is impactful for any business
• Why live chat and chat automation should be key parts of your ABM strategy
• 5 examples of how live chat can boost ABM performance

Watch it here👇

Originally published at Sales Hacker.

Close Bigger Deals with Account-Based Marketing through Live Chat was originally published in Sales Hacker on Medium, where people are continuing the conversation by highlighting and responding to this story.

Guests:

Keenan — CEO/President at A Sales Guy

Joe Caprio — VP of Sales at Chorus.ai

Moderator: Scott Barker — Head of Partnerships at Sales Hacker

Successful sales coaching tends to start through observable moments — whether it’s breaking down a call recording, sifting through what’s been documented in your CRM, and meeting incessantly on deal strategy meetings. But most of this is just an assessment and oftentimes doesn’t lead to any action. If the goal of a sales rep is to produce, it’s the goal of sales leader to reproduce. But how do you turn these assessments into action items?

What You’ll Learn:

• How to identify and diagnose the gaps in your sales process
• How to properly handle the competition when it’s threatening your deal
• How to get to a future state where your pipeline is full and predictable

Watch it here👇

Originally published at Sales Hacker.

Action vs. Assessment: How to Coach Through Your Pipeline was originally published in Sales Hacker on Medium, where people are continuing the conversation by highlighting and responding to this story.

Guest: Steve Pacinelli — Chief Marketing Officer at BombBomb

Moderator: Scott Barker — Head of Partnerships at Sales Hacker

“Why didn’t they play my video?” If you’ve ever asked yourself a question like this, then you’re ready for the next step in your video journey: getting results.

You know that video can work in your sales process, but you lack the specific strategies and frameworks to systemize your approach, make sending videos easy, and improve your outcomes. Bypass the pain of figuring this out alone and discover what we’ve learned from over 40,000 people and millions of videos.

Video isn’t the differentiator, you are. Scripts will fail you, frameworks will win, and a plan is crucial.

What You’ll Learn:

• Simple frameworks for increasing appointments held and converting more leads
• Why relying on a script isn’t the answer, and what you should do instead
• Surefire techniques to ensure your videos get played
• Practical and proven strategies, tips and stories to help you implement a winning video process.

Watch it here👇

Originally published at Sales Hacker.

Why Some Videos Win and Others Fail: Lessons from 20,000,000 One-to-One Videos was originally published in Sales Hacker on Medium, where people are continuing the conversation by highlighting and responding to this story.

Guest: Heidi Bullock — CMO at Engagio

Moderator: Scott Barker — Head of Partnerships at Sales Hacker

Have you ever noticed that many of the best salespeople seem to know some sort of secret to success? What is the magic power that separates top performers from the middle of the pack?

We believe a big part of it is a deeper understanding of and alignment with marketing. Top sales reps get how things are sold from the very top of the funnel all the way down — not just what happens after a meeting is booked.

Watch the replay of this webinar to learn the surprisingly simple marketing tricks and tactics behind the success of top sales reps.

What You’ll Learn:

• The three biggest tricks marketers use that salespeople should steal
• What causes the marketing/sales divide and why it needs to die
• How salespeople can make their marketing teams more effective without much effort (hint: alignment)

Watch it here👇

Originally published at Sales Hacker.

Powerful Tricks Every Salesperson Should Steal from Marketers was originally published in Sales Hacker on Medium, where people are continuing the conversation by highlighting and responding to this story.

Guest: Brian Trautschold — Co-Founder at Ambition

Moderator: Scott Barker — Head of Partnerships at Sales Hacker

In our recent State of Sales Performance survey, we asked sales leaders and reps to tell us the KPIs they track in order to hit their goals. The good news? Sales Leaders and reps are aligned. The bad news? According to our findings: the majority of sales pros aren’t focused on the small wins that equal big (repeatable) success.

In this webinar, Ambition co-founder, Brian Trautschold, walked us through the daily activities and early indicators of success that will ensure that every rep stays on track and that every number on the dashboard stays green.

What You’ll Learn:

• The most underrated KPIs that drive meaningful conversions
• Real examples of sales teams increasing visibility and, in turn, increasing value
• How to better-use metrics to guide your 1:1s and create lasting behavior change
• The best way to consistently measure individual and team growth and accurately track toward your goals

Watch it here👇

Originally published at Sales Hacker.

The Top Sales KPIs You Probably Aren’t Tracking was originally published in Sales Hacker on Medium, where people are continuing the conversation by highlighting and responding to this story.

Guests:

Jake Dunlap — CEO at Skaled

Kris Hartvigsen — CEO & Co-Founder at Dooly

Moderator: Scott Barker — Head of Partnerships at Sales Hacker

In an ideal world, 100% of your data ends up in Salesforce (or your CRM of choice). However, according to a recent Salesforce study, poor data hygiene costs the average business nearly 30% of its revenue, amounting to a total economic loss of a whopping $700 billion a year.

You know it’s important to capture high quality data to help you conduct QBRs, analyze your account health, review handover processes, report on your opportunity pipeline, and forecast win rates at your organization.

Every (good) manager knows this. So, why is it that the average customer’s contact database is composed of 90% incomplete contacts, with 20% of records being useless due to a myriad of issues (ranging from 74% of the records being in need of updates and a full quarter of them being duplicates)?

In this webinar, learn the 3 steps you can take to start actioning change at your organization.

What You’ll Learn:

• The one effective way to improve deal data in your CRM
• How to help your team make the most of every customer interaction
• How to simplify data entry, align incentives, and create a feedback loop for your reps
• Understand the bottlenecks to putting your data in motion and sharing it broadly

Watch it here👇

Originally published at Sales Hacker.

Digital Sales Data: The (Real) Secret to Moving Deals from Prospect to Closed was originally published in Sales Hacker on Medium, where people are continuing the conversation by highlighting and responding to this story.