Speaker Intro
Lish Gates
Snr. Mgr Global
Rev Enablement
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The World Has Changed
74% of companies are shifting to
remote first
46% expected growth of enablement
teams in the next 12 months
Source: Review42.com, TOPO.com
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Artificial Intelligence
What my parents think it
means
Anyone watching “The
Social Dilemma” on Netflix
thinks it means
What Reps think it means
But What Does It Really Mean?
What Ops & Enablement
think it means
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AI is a broad field of study with dozens of
subsections, ultimately working to make
computers perform human tasks.
What do I Mean by Context?
● AI doesn’t know our competitors (yet)
● AI doesn’t know what deals are winning & why (yet)
● AI doesn’t know executive mandates & company
priorities
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Applying a Human Approach To Some AI Technology…
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● Conversational Intelligence Software
Case Study 1
● Siloed knowledge on Frontline best practices
● Need to foster a environment of coaching & upskilling Reps
● Needed a way to ensure training was impacting customer/
prospect interactions
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Getting Started…
Reps Managers Product
Marketing Execs
Engineerin
g
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Building Impactful Programs
Team Meetings Training Sessions
Coaching
Programs
Onboarding
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Team Meetings
● Objection Handling Scenarios
○ Prospect Question
○ Pause
○ Round Table Answers From Reps
● Wow Moments
○ Play the moment
○ What did you like?
○ What would you do differently?
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Training Sessions
● Is this a Champion?
○ Play clip of prospect/customer
○ Poll the team
○ Question their reasoning
● What’s the Solution?
○ Play clip of prospects pains
○ Break reps into small groups
○ Have them demo & pitch the solution
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Coaching Programs
● Scorecards & 1:1 Coaching
○ Gain insights from sales metrics
○ Gain insight from CI
○ Co-build score rubric
○ Agree on scoring targets
○ Track metrics for improvements
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Onboarding Playlists
● Shadowing On Demand
○ Build playlists aligned to deal stages and
onboarding program
○ Build playlists of best practices by revenue
roles embed into onboarding programs
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Creating A Culture
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All the human context and adoption is what makes this a powerful tool.
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AI Experiences We Love…
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Automated Experiences we don’t…
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Applying a Human Approach to Automation..
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● BE HUMAN!
● Empathy training, Curiosity and consistent
frameworks can help… if content is King,
CONTEXT is God..
● Spray and Pray sadly exists more than
we’d like to admit…
Case Study 2:
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5x5x5 Framework
5 mins. of
Research
5 Key
Insights
5 mins. for
Email
Each Email in the
Cadence should
only be focused
on one of the
insights
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10-80-10 Rule
● When actually writing an email, try to use the 10-80-10 Rule
80% Email Template
10% Personalization
10% Personalization
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Facts..
Source: Founding Sales: Chapter 5, by Pete Kazanjy
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People learn through emotion, People buy
through emotion, and that requires
humanity.