Sales Onboarding Strategy That Cut Time To First Sale by 49% | Bite-sized Tactics

Description

Listen

Quoted on this wiki

Every place a page here uses this source, in the order the words come in it.

1. 0:20

   quickly we can get people to their first conversation. We actually decreased our time to first sale by 49% with three focus areas. Number one, knowing your territory, knowing exactly which accounts to spend time on first. Number two, understanding your personas, “what they care about, the problems they solve in their words, and then finally knowing our stories.” How can we tell the value of our solutions in a compelling story where that captures attention? If reps are armed with just that, they're able to go create meaningful conversations, loop in the right people, and we can win deals quickly, even without mastering all the other product pieces and other elements as you ramp. This rapid onboarding, super interesting.

   In Persona research and validation

2. 1:33

   multiple integrations, backend versus frontend, different personas. If I wanted a rep to get good at our product before having conversations, they're not going to talk to anybody for six to nine months, which isn't good. But the reality is I also have this massive supporting cast and “if a rep can bring in a quality opportunity, we have SE support, we have mentors,” we have sales leaders. We can go help bridge the gap of how the product actually works at a technical level, as long as they know the right people to talk to, and the problems we solve, and some stories to earn the time, we can surround sound them to go in. We had a rep come

   In Partner enablement

3. 1:39

   at our product before having conversations, they're not going to talk to anybody for six to nine months, which isn't good. But the reality is I also have this massive supporting cast and ecosystem, where if a rep can bring in a quality opportunity, we have SE support, we have mentors, “We can go help bridge the gap” technical level, as long as they know the right people to talk to, and the problems we solve, and some stories to earn the time, we can surround sound them to go in. We had a rep come in, and in her first couple of weeks, self-sourced a six-figure opportunity. She had no idea what we

   In Product and ICP training

4. 1:44

   nine months, which isn't good. But the reality is I also have this massive supporting cast and ecosystem, where if a rep can bring in a quality opportunity, we have SE support, we have mentors, we have sales leaders. We can go help bridge the gap of how the product actually works at a “as long as they know the right people to talk to, and the problems we solve,” and some stories to earn the time, we can surround sound them to go in. We had a rep come in, and in her first couple of weeks, self-sourced a six-figure opportunity. She had no idea what we do yet, but she was able to find a problem, bring in the right people, and close it, all while she's

   In Product and ICP training

5. 4:46

   nitty gritty details of the product until we validated the problem we're solving. And then from a customer standpoint, they don't want to hear on a discovery call the laundry list of features that makes it work. They're not going to believe it anyway. They want to hear a proof point of a similar company or organization that solved the problem using that service. “That then gives you a license to go prove it with deeper technical validation.” Today's show is brought to you by 11x, your all-in-one digital GTM team handling creating, qualifying, and converting pipeline across every channel.

   In Proof relevance and matching

Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.