Factor 8

3 Aug 2023

Fill Your Own Pipeline | AE | Rep 6-Pack

Not getting the leads or appointments you need from marketing or the business development team? This certification fills your own funnel – fast! You’ll learn how to cut your prospect research time by 400%, get 3x more voicemails returned, quickly engage reluctant prospects with a better introduction, and overcome the dreaded brush-off. We’ll also teach you our secret strategy for attacking a lead list to uncover GOLD. You’ll double your selling time by keeping these prospects on the phone – and getting them booked for your demo – and quickly learn what accounts are posed to make you commission fastest and the skills to find the true decision maker (plus their contact info) without wasting time in 20 different tools.

Expected results:

3x returned calls from voicemails
25% less time researching leads
Double the talk time with prospects
More sales-qualified leads and demo appointments

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:

Fill Your Own Pipeline Certification

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

Planning For Prospecting	SWIIFT℠ Introductions That Work
Overcoming The Brush-Off	Capture Contacts
Qualify and Categorize	Messages That Get Returned

3 Aug 2023

Create Sales Opportunities | AE | Rep 6-Pack

Keep deals from stalling and going dark! Learn to engage customers at the next level, and to give demos that delight! The problem with most sales cycles is the numbing focus on the seller and the product. We teach you to flip the script and connect as equal business professionals. You’ll learn how deals get done and the titles/roles you’ll need to engage to get there, five questions no other sellers ask and how they’ll help you close more deals, proven techniques to become an expert listener, how to uncover what customers really care about, and techniques to quickly customize your demo. We’ll also teach you the art of storytelling and how to weave it into your discovery to help customers literally close themselves.

Expected results:

More engaged customers
Double deals that progress to next stage
Fewer deals lost to “gone dark”
Higher close rates

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:

Create Sales Opportunities Certification

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

Business Acumen	SWIIFT℠ Discovery Dialogue
Expert and Empathetic Listening Skills	What Customers Care About
Selling With Stories	Demos That Don’t Suck

3 Aug 2023

Close More Deals | AE | Rep 6-Pack

If you’ve perfected the discovery and the demo, but aren’t cashing the size of commission checks you deserve, it’s time to amp up the bottom-of-funnel techniques. This certification ties together the value hot buttons you uncovered before and shows you step-by-step how to use them in your proposal, your closing, and in objection handling. You’ll also learn our secret technique to ensure you always have your next call booked and how to remain top of mind between calls. These are the skills you need to feel confident bringing in the business and turning engaged customers into deals. Bonus: Learn how to monetize these new relationships with our technique to easily gain referrals to re-fill the top of your funnel.

Expected results:

Higher close-win rates
Bigger deal sizes
Bigger commission checks
New business referrals from happy clients

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 Deals Certification

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

Proposing with Value	Closing Confidently
Overcoming Objections	Getting Deals Moving
Call Bridging	Gaining Referrals
Gaining Referrals 201 (Bonus)

3 Aug 2023

Your Role as a Sales Leader | Manager Course

This course will help you shed your rep-level activities and mindset and set personal goals for the kind of leader you want to be in your organization. You’ll raise the bar on your management role model, learn more about the best-in-class sales manager and director role, and how to spot a leader who is struggling. If it’s time to let go of old rep-level duties and paradigms, this course will provide a vision and an action list to get there.

Expected results:

Higher percent of team to quota
More consistent team performance
Increased manager and team retention
Increase team engagement

Training materials included:

Intro video
Interactive eLearning course
Quiz and activities to test skill application
Downloadable cheat sheets, tools, and templates

Duration:

15-30 minutes to complete the course (approximately)
1-month access to your course and training materials in The Sales Bar

3 Aug 2023

What Customers Care About | Rep Course

If uncovering needs is the “what,” customer value is the “how” and “why.” By understanding the six core business motivators and mapping them to your buyers, you’ll know what levers to pull to differentiate, gain attention, and propose solutions that sell. We’ll craft questions that’ll help you connect on a value level with your prospects to learn what’s most important to them – and exactly what they’ll need to close.

Expected results:

Higher close rate
Increased AOS/ARR
Higher average talk time
Improved NPS/CSAT
Higher customer lifetime value

Training materials included:

Intro video
Interactive eLearning course
Quiz and activities to test skill application
Downloadable cheat sheets, tools, and templates

Duration:

15-30 minutes to complete the course (approximately)
1-month access to your course and training materials in The Sales Bar

3 Aug 2023

Uncovering Sales Opportunities | Rep Course

Reps, it’s time to start asking more questions (vs. the “show up and throw up” pitching!) You’ll come out asking at least five standard questions to uncover the need for your solution on every call. Lack of discovery is one of the most common sales sins, and it stops here.

Expected results:

More opportunities uncovered
Higher conversion
Higher AOS/ARR
Improved customer NPS/CSAT

Training materials included:

Intro video
Interactive eLearning course
Quiz and activities to test skill application
Downloadable cheat sheets, tools, and templates

Duration:

15-30 minutes to complete the course (approximately)
1-month access to your course and training materials in The Sales Bar

3 Aug 2023

Transitioning to Close | Rep Course

Once reps get out of the habit of premature pitching and into the role of asking questions and engaging prospects, they often struggle with steering back to the sales process. We’ll cover buying signals and transition statements that’ll help you steer the conversation to a close. This course is especially important for BDR/SDRs transitioning to an account executive.

Expected results:

More meetings booked
Increased conversion
Lower customer acquisition cost
Higher show rate

Training materials included:

Intro video
Interactive eLearning course
Quiz and activities to test skill application
Downloadable cheat sheets, tools, and templates

Duration:

15-30 minutes to complete the course (approximately)
1-month access to your course and training materials in The Sales Bar

3 Aug 2023

The COACHN℠ Model | Manager Course

Imagine having a playbook for running the best meetings – every type of meeting. The COACHN℠ Model reduces meeting prep time, ensures every interaction is impactful, and helps us show up like a coach vs. a manager. Look for the COACHN℠ Model in all sales manager meetings training.

Expected results:

Decrease meeting preparation time
Increased rep engagement
Increased execution and accountability

Training materials included:

Intro video
Interactive eLearning course
Quiz and activities to test skill application
Downloadable cheat sheets, tools, and templates

Duration:

15-30 minutes to complete the course (approximately)
1-month access to your course and training materials in The Sales Bar

3 Aug 2023

SWIIFT℠ Value Statement | Rep Course

It used to be an elevator pitch, but phone sales requires your “value prop” to be over before the elevator doors even close. We’ll translate marketing messaging into short, powerful, and conversational “SWIIFT℠ Pitches” that you can deliver instantly and confidently – without sounding like a pushy seller.

Expected results:

Increased average talk time
More conversations
More meetings booked
Higher show rate
Quicker ramp time

Training materials included:

Intro video
Interactive eLearning course
Quiz and activities to test skill application
Downloadable cheat sheets, tools, and templates

Duration:

15-30 minutes to complete the course (approximately)
1-month access to your course and training materials in The Sales Bar

3 Aug 2023

SWIIFT℠ Introductions That Work | Rep Course

Grab their attention in the first 10 seconds with introductions that work for inside sales using the SWIIFT℠ (“So, What’s In It For Them?”) methodology. Using customer value, levers, and the right type of questions, you can double your selling time.

Expected results:

Higher dial-to-conversation ratio
More talk time
More meetings booked/deals in pipeline
Lower customer acquisition cost

Training materials included:

Intro video
Interactive eLearning course
Quiz and activities to test skill application
Downloadable cheat sheets, tools, and templates

Duration:

15-30 minutes to complete the course (approximately)
1-month access to your course and training materials in The Sales Bar