Improve Competitive Win Rates With Battle-Cards and Video Role-Playing скачать в хорошем качестве

Improve Competitive Win Rates With Battle-Cards and Video Role-Playing

Sheevaun Thatcher from Host Analytics shares her experience and success in improving rep confidence and competence in crushing the competition. This conference talk is timeless. Sheevaun improved competitive win rates by 47% with peer-to-peer video-based certifications for salespeople to practice handling objections and planting traps. Here's a summary. Problem: Improve Competitive Win Rates There were competitive pressures that needed to be addressed in a short amount of time. Besides improving competitive win rates, there was an upcoming user conference and the reps needed an environment to practice and share competitive strategies. The organization needed a way to quickly improve the confidence and competence handling competitive objections and planting traps. Solution: Competitive Objections and Traps Coaching Videos On a Friday afternoon, four days before their customer conference, the sales team was given competitive coaching videos to watch and certifications to complete over the weeknd. The coaching videos were organized in two parts: competitive objections and traps to plant. The videos were short and they were recorded by senior leadership to emphasize how important this was to the business. After watching the videos, the sales teams were asked to record an objection and a trap and review three peer videos. Each rep recorded the top objectives and everything was done in four days. Results: 47% increase in win rates The company saw a 47% increase in win rates. Besides the great results, the sales teams were extremely engaged. Every video recorded by a salesperson was viewed thirty times by their peers, and every video was reviewed fifteen times. By the time the sales team walked into the conference, they were ready to take on any conversation. The reps loved the experience and embraced the idea of practice and learning from each other. Reps are now armed to be confident and competent instead of being defensive. Lessons Learned 1. Having a way to scale training with pitch practice made enablement more efficient. 2. The peer-to-peer collaboration from watching videos, then giving and receiving feedback, inspires learning throughout an organization. 3. By making training fun, engaging, and a part of the culture, companies can accomplish the impossible - faster. 4. The training never stops. Start a trial today https://saleshood.com/try-saleshood/ Watch a demo of AI Coach - https://saleshood.com/ai-coach-trial/