Factor 8

Call Coaching 201 | Manager Course

Call Coaching 201 | Manager Course

The stats show a discrepancy between how often reps feel coached and how often we think we’re coaching. By the end of this course, you’ll have a prioritized list of who on their team to coach, how often, and why, and a schedule they’re ready to execute AND maintain.

Expected results: 

  • Increased frequency of manager call coaching sessions
  • More consistent rep improvement
  • Improved rep accountability from call coaching

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
Call Coaching 101 | Manager Course

Call Coaching 101 | Manager Course

The vast majority of managers are not natural coaches. This course helps us tackle the two most common “Coachastrophes” that cause reps to leave call coaching sessions deflated. We’ll focus on improving the coaching interaction by making it more interactive, more positive, and more rep-focused. Managers will look forward to coaching sessions, and reps will leave feeling confident and excited to dial.

Expected results: 

  • Improved skill application
  • Faster sales improvements
  • Increased rep engagement
  • Improved call quality

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

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

Stop getting hung up on and ignored! In this program, we teach you pro tricks for keeping prospects on the phone, getting conversation #2, overcoming brush-offs, and even getting prospects to call YOU! Nine out of ten business development reps start calls with their pitch, and nothing could be more wrong. Instead, we’ll teach you to flip the script and make the whole point of your first 10 seconds to get them talking! Then you’ll learn how to side-step the brush-off (“I’m not interested” – tip: it’s NOT the same as overcoming an objection!). Finally, we’ll move on to value props that don’t scream sales pitch and techniques for increasing your mindshare between calls. If you’re making outbound dials, you can’t afford to skip this course series! BONUS: Gain access to 6 NEW AI frameworks and prompts to use in ChatGPT (or your approved AI tool) to create customized scripts for call intros, voicemails, call bridging, overcoming brush-offs, your value statement, and getting a customer commitment.

Expected results: 

  1. More inbound calls
  2. Longer conversations
  3. More conversations
  4. Faster movement in the pipeline

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
  • BONUS: 6 AI frameworks and prompts that align with each course below

Duration: 

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

Certification: 

  • Have More Conversations Certification

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

SWIIFT℠ Introductions That Work
Overcoming The Brush-Off
SWIIFT℠ Value Statement
Messages That Get Returned
Getting Deals Moving
Call Bridging
Fill the Sales Pipeline | SDR/BDR | Rep 6-Pack

Fill the Sales Pipeline | SDR/BDR | Rep 6-Pack

Fill your funnel with 3x more prospects by using our proven strategies to get more names, make more calls, and approach your leads like a pro. You’ll learn skills to make your prospect research 4x faster, how to find more decision-makers and qualify them quickly, and how to gain more sales referrals. You’ll be working smarter and faster mining for the gold in your leads – and finding it. Give yourself an unfair advantage by racking up 2x, 3x, and even 4x wins on the leaderboard!

Expected results: 

  1. Higher connect rates & more conversations
  2. More calls per day
  3. More time & less stress in your day
  4. More meetings booked!

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 the Sales Pipeline Certification

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

Own Your Sales Day
Planning for Prospecting
Call Goals
Capture Contacts
Qualify and Categorize
Gaining Referrals
Gaining Referrals 201 (BONUS)
    Call Bridging | Rep Course

    Call Bridging | Rep Course

    Call bridging is the art of gaining the next call before leaving the current conversation. Don’t start the long process of connecting with prospects and customers from scratch every step of the way! Bridging could be as focused as gaining a commitment and scheduling the next call, or simply permitting oneself to call back for colder prospects. We’ll work to make bridging part of every call-closing process – greatly increasing your pipeline velocity.

    Expected results: 

    • Faster pipeline velocity
    • More meetings booked
    • Higher meeting show rate
    • Increased connect 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
    Business Acumen | Rep Course

    Business Acumen | Rep Course

    It’s the sad truth that most college graduates or entry-level salespeople don’t join the workforce able to explain the difference between a CRO and CFO, or ROI and BEP. This means they lack confidence in starting business conversations. This course helps you map out common roles in organizations, de-mystify common terms, and better understand different executive roles and the goals of their business.

    Expected results: 

    • Longer conversations
    • More conversations
    • Bigger deal sizes
    • Increased rep confidence
    • Improved 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
    Authentic (And Quick) Rapport Building | Rep Course

    Authentic (And Quick) Rapport Building | Rep Course

    Reps, let’s get beyond the weather and avoid customers’ automatic distrust by building fast and authentic rapport. We’ll teach five proven methods to build faster and stronger connections, increase likability through commonality, and move up the trust scale.

    Expected results: 

    • Longer conversations
    • Increased meeting conversion
    • Increased pipeline velocity
    • Higher customer retention
    • More customer referrals

    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
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