Webinar

How to digitalize deal coaching
with guided selling

The verbal approach to coaching has never been considered highly efficient. And with sales teams working remotely, the approach is failing sales leaders even more. In this webinar, researchers from Forrester and TOPO examine how digital coaching addresses three common challenges for sales leaders.

Watch the webinar

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Seth Marrs

Research Director, Forrester

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Dan Gottlieb

Senior Analyst, TOPO

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Justin Michael

Founder, The Salesborgs

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Vlad Voskresensky

CEO & Co-Founder, RevenueGrid

What’s wrong with verbal coaching

Pipeline in the dark

Sales reps will always prioritize closing deals over entering
data into CRM. As a result:

  • Sales leaders lack the data needed to understand individual deals
  • Sales reps are repeatedly interrogated for needed clarity
  • Leaders can’t determine the overall state of their pipeline

Misplaced priorities

Verbal coaching is not enough to help reps understand what actions they
should take at key moments.

  • Sales reps are unable to make timely decisions
  • Leaders can’t ensure that critical steps are taken at the right moments
  • Teams don’t know if the chosen strategy is the correct one

Training goes down the drain

Reps are unlikely to retain information from verbal training, especially
if there’s no formal coaching process in the organization.

  • Sales reps remain dependent on receiving instructions for months
  • Sales managers constantly need to intervene to do damage control
  • Leadership time is wasted on repeated training

Find out how you can solve these issues with just one small change

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    Duration – 1 hour

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