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
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
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
● 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
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?
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
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
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
● 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: