Factor 8

Close More Calls | SDR/BDR | Rep 6-Pack

Close More Calls | SDR/BDR 6-Pack

Keep your eye on the AE position, because this program will help you get promoted fast! This 6-pack dives deep into skills normally reserved for closing and full-cycle reps. We’ll teach you how to uncover customers’ real priorities, how to move from sales or service into a consultant, how to use stories to influence buyer decisions, how to successfully transition to the close faster, techniques to easily overcome objections, and five go-to closing techniques to build your confidence asking for what you’ve earned. These advanced selling skills will help you quickly transition from the BDR/SDR role and hit the ground running as an AE, AM, or ISR.

Expected results: 

  1. Higher close rate
  2. Higher show rate
  3. Bigger deal sizes
  4. Faster promotion to AE

Training materials included:

  • Intro video
  • Interactive eLearning course
  • Quiz and activities to test skill application
  • Downloadable cheat sheets, tools, and templates
  • New content (i.e. cheat sheets, videos, recorded calls) added bi-weekly

Duration: 

  • 15-30 minutes per course (approximately)
  • 6-months access to your courses and training materials in The Sales Bar

Certification: 

  • Close More Calls Certification

Courses included:
(Hover over each course to reach the description)

My Role As A Consultative Seller
Selling With Stories
Transitioning To Close
Closing Confidently
What Customers Care About
Overcoming Objections
Have Better Conversations | SDR/BDR | Rep 6-Pack

Have Better Conversations | SDR/BDR | Rep 6-Pack

The hardest part of the BDR/SDR life can be getting and keeping prospects on the phone. Now that you’ve got the conversation, this certification will help you stand out like the true sales professional you are. We start with business acumen – get on a level playing field with your prospect and better understand how the hierarchy and the purchasing process really work. Then we’ll teach you to be an actual customer magnet – building not just rapport, but real connections and engaging conversations that prospects remember and respect. And once that trust is built, it’s time to get beyond the same old tired sales questions. Let the other guy sound like a script-reading research assistant, we’ll help you get off-script, forming enticing questions, and digging deeper to find opportunities.

Expected results: 

  1. Longer conversations
  2. Higher conversion rates
  3. Higher show rates
  4. Bigger deal sizes

Training materials included:

  • Intro video
  • Interactive eLearning course
  • Quiz and activities to test skill application
  • Downloadable cheat sheets, tools, and templates
  • New content (i.e. cheat sheets, videos, recorded calls) added bi-weekly

Duration: 

  • 15-30 minutes per course (approximately)
  • 6-months access to your courses and training materials in The Sales Bar

Certification: 

  • Have Better Conversations Certification

Courses included:
(Hover over each course to reach the description)

Business Acumen
Authentic (And Quick!) Rapport Building
Engaging Your Customers
Question Like A Pro
Expert and Empathetic Listening Skills
Uncovering Sales Opportunities
Own Your Sales Manager Role

Own Your Sales Manager Role | Manager 6-Pack

If you were promoted to sales management and haven’t taken this 6-pack of manager training courses, we promise your life is about to get a LOT easier! You’ll learn everything you need to create your sales management process, how to carve out more time to spend with your team (vs. email and firefighting), and what you need to go into key meetings prepared and on point. Seriously, you’ll thank us. Start here! Note: Manager certifications are more advanced and may only have 5 courses in a 6-pack.

Expected results: 

  1. Work fewer hours and get better results!
  2. Shorten the line at your desk (or queue in your chat)
  3. Drastically fewer fires to put out
  4. A feeling of organization, proactivity, and calm

Training materials included:

  • Intro video
  • Interactive eLearning course
  • Quiz and activities to test skill application
  • Downloadable cheat sheets, tools, and templates
  • New content (i.e. cheat sheets, videos, recorded calls) added bi-weekly

Duration: 

  • 15-30 minutes per course (approximately)
  • 6-months access to your courses and training materials in The Sales Bar

Certification: 

  • Own Your Sales Manager Role Certification

Courses included:
(Hover over each course to reach the description)

Developing Your Team
Your Role as a Sales Leader
Essential Manager Meetings
Own Your Day
The COACHN℠ Model
    Lead Your Sales Team

    Lead Your Sales Team | Manager 6-Pack

    Ready to dig in and change some lives? This certification is about becoming the team’s all-time favorite coach and the inspiration they need to be high-achieving. We’re going to double down on building amazing 1:1 interactions, deeper connections, and coaching experiences that leave them wanting more.

    Expected results: 

    1. More consistent team coaching
    2. Increased individual sales call quality and quota attainment
    3. Coaching up (or out) the lower performers
    4. Increased team engagement and retention

    Training materials included:

    • Intro video
    • Interactive eLearning course
    • Quiz and activities to test skill application
    • Downloadable cheat sheets, tools, and templates
    • New content (i.e. cheat sheets, videos, recorded calls) added bi-weekly

    Duration: 

    • 15-30 minutes per course (approximately)
    • 6-months access to your courses and training materials in The Sales Bar

    Certification: 

    • Lead Your Sales Team Certification

    Courses included:
    (Hover over each course to reach the description)

    Call Coaching 101
    Call Coaching 201
    Sales Huddles
    Having Difficult Conversations
    Expert and Empathetic Listening
    Authentic (And Quick!) Rapport Building
    Build Your Sales Team

    Build Your Sales Team | Manager 6-Pack

    If you’re past the new manager firehose but ready to start moving the needle on your team’s performance (and commission checks), start here. From hiring more consistent rock stars to breaking down the goal so your team can achieve it more consistently, this is all about sales performance and the meetings, strategies, and management techniques that drive it. Note: Manager certifications are more advanced and may only have 5 courses in a 6-pack.

    Expected results: 

    1. Higher percent of team to quota
    2. Higher overall quota attainment
    3. Cleaner pipeline & better forecasting
    4. New hires that stick

    Training materials included:

    • Intro video
    • Interactive eLearning course
    • Quiz and activities to test skill application
    • Downloadable cheat sheets, tools, and templates
    • New content (i.e. cheat sheets, videos, recorded calls) added bi-weekly

    Duration: 

    • 15-30 minutes per course (approximately)
    • 6-months access to your courses and training materials in The Sales Bar

    Certification: 

    • Build Your Sales Team Certification

    Courses included:
    (Hover over each course to reach the description)

    Hire Like a Rockstar
    Driving Performance With Goals
    Performance 1 on 1s
    Sales Pipeline Foundations
    Sales Strategy Meetings

      Uncover New Sales Opportunities | AM | Rep 6-Pack

      Uncover New Sales Opportunities | AM | Rep 6-Pack

      You know who to call and you’ve added new contacts, but now it’s time to get more from each conversation. How do you engage customers and prospects and uncover potential needs? How do you not sound salesy or scripted but make genuine connections that lead to opportunities? We’ve got you covered. All the top techniques, strategies, and under-utilized insights to help you stand head and shoulders above your competition.

      Expected results: 

      1. Longer average talk time
      2. More opportunities in pipeline
      3. Higher conversion rate
      4. Higher ARR/Average order size

      Training materials included:

      • Intro video
      • Interactive eLearning course
      • Quiz and activities to test skill application
      • Downloadable cheat sheets, tools, and templates
      • New content (i.e. cheat sheets, videos, recorded calls) added bi-weekly

      Duration: 

      • 15-30 minutes per course (approximately)
      • 6-months access to your courses and training materials in The Sales Bar

      Certification: 

      • Uncover New Sales Opportunities Certification

      Courses included:
      (Hover over each course to reach the description)

      Question Like A Pro
      Engaging Your Customers
      Uncovering Sales Opportunities
      Expert and Empathetic Listening Skills
      Authentic (And Quick!) Rapport Building
      SWIIFT℠ Discovery Dialogue
      Expand Your Customer Base | AM | Rep 6-Pack

      Expand Your Customer Base | AM | Rep 6-Pack

      If you’re new to account management, currently selling to an existing client base, or in a customer success role with newly implemented sales goals, start here! This 6-pack of training courses is all about why and HOW to take your daily activity from service and inbound lead closing to a proactive and strategic attack of your highest-opportunity accounts (HINT: they may be hiding at the bottom 20% of your book). This is literally job training on how to be a top-performing account manager and you can’t afford not to certify. Past results have seen millions added to pipeline in a few short weeks.

      Expected results: 

      1. More outbound calls with confidence (maximizing selling time)
      2. Book prioritization and attack strategy based on exceeding your goals
      3. Spikes in book/base penetration
      4. Net new revenue

      Training materials included:

      • Intro video
      • Interactive eLearning course
      • Quiz and activities to test skill application
      • Downloadable cheat sheets, tools, and templates
      • New content (i.e. cheat sheets, videos, recorded calls) added bi-weekly

      Duration: 

      • 15-30 minutes per course (approximately)
      • 6-months access to your courses and training materials in The Sales Bar

      Certification: 

      • Expand Your Customer Base Certification

      Courses included:
      (Hover over each course to reach the description)

      Own Your Sales Day
      My Role As A Consultative Seller
      Call Goals
      Business Acumen
      Qualify and Categorize
      Growing Account Revenue
        Connect With New Buyers | AM | Rep 6-Pack

        Connect With New Buyers | AM | Rep 6-Pack

        Part of managing a book of business is updating and growing new contacts – whether from referrals or simply aging data. At some point, we have to dial out and connect with new contacts and prospects and that motion can be a confidence shaker. This certification will have you outbounding with ease and confidence, adding immediate value, and even getting return calls from prospects. If you’re going to grow your install base, you have to be willing to make the dials. You’ll never fear the phone again after taking these courses.

        Expected results: 

        1. Increase in outbound call time and longer average calls
        2. New contacts added to base
        3. Increased inbound calls
        4. Net new revenue

        Training materials included:

        • Intro video
        • Interactive eLearning course
        • Quiz and activities to test skill application
        • Downloadable cheat sheets, tools, and templates
        • New content (i.e. cheat sheets, videos, recorded calls) added bi-weekly

        Duration: 

        • 15-30 minutes per course (approximately)
        • 6-months access to your courses and training materials in The Sales Bar

        Certification: 

        • Connect With New Buyers Certification

        Courses included:
        (Hover over each course to reach the description)

        SWIIFT℠ Introductions That Work
        Overcoming The Brush-Off
        SWIIFT℠ Value Statement
        Capture Contacts
        Messages That Get Returned
        Gaining Referrals
        Gaining Referrals 201 (BONUS)
        Close New Business | AM | Rep 6-Pack

        Close New Business | AM | Rep 6-Pack

        If your funnel is filling but deals are stalling, this is your certification! It contains everything you need post-discovery to propose and close deals and calls to keep the pipeline alive and moving. Prevent deals from going dark, speed deals through the pipeline, and overcome objections with confidence!

        Expected results: 

        1. Less going dark
        2. Higher conversion rate
        3. More revenue
        4. Faster pipeline velocity

        Training materials included:

        • Intro video
        • Interactive eLearning course
        • Quiz and activities to test skill application
        • Downloadable cheat sheets, tools, and templates
        • New content (i.e. cheat sheets, videos, recorded calls) added bi-weekly

        Duration: 

        • 15-30 minutes per course (approximately)
        • 6-months access to your courses and training materials in The Sales Bar

        Certification: 

        • Close New Business Certification

        Courses included:
        (Hover over each course to reach the description)

        Getting Deals Moving
        Call Bridging
        Proposing with Value
        Closing Confidently
        Overcoming Objections
        What Customers Care About
        Selling With Stories (BONUS)
          Improve Sales Discovery | AE | Rep 6-Pack

          Improve Sales Discovery | AE | Rep 6-Pack

          Stand out from the crowd with professional-level discovery and virtual sales meeting skills. You’ll instantly be differentiated when you learn what customers really want, and how to position yourself as a trusted consultant – not a seller. We’ll help you build trust faster by going beyond rote rapport-building and teach you the psychology of real connections (and how to make them faster), how to craft your SWIIFT℠ value prop to sound less like a sales rep and more like a professional business consultant, and how to take discovery meetings to the next level by up-leveling your questioning skills and virtual meeting facilitation. Anyone can read a list of questions, it takes a certified pro to open prospects up and discover real opportunities to help.

          Expected results: 

          1. Longer talk time per call
          2. More deals moving to next stage
          3. Higher conversion rates
          4. Bigger deal sizes

          Training materials included:

          • Intro video
          • Interactive eLearning course
          • Quiz and activities to test skill application
          • Downloadable cheat sheets, tools, and templates
          • New content (i.e. cheat sheets, videos, recorded calls) added bi-weekly

          Duration: 

          • 15-30 minutes per course (approximately)
          • 6-months access to your courses and training materials in The Sales Bar

          Certification: 

          • Improve Sales Discovery Certification

          Courses included:
          (Hover over each course to reach the description)

          My Role As A Consultative Seller
          Authentic (And Quick!) Rapport Building
          SWIIFT℠ Value Statement
          Question Like A Pro
          Running a Killer Sales Meeting
          Uncovering Sales Opportunities
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