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Learn from the brightest minds how to predictably and efficiently grow revenue.
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In this episode, Lee and Justin discuss the current disengagement among sales reps and how this can be addressed. Justin shares his five-step framework for coaching: Tell, Show, Observe, Coach, Repeat, offering both reps and companies advice for encouraging constant improvement and progression to help with quota attainment.
CEO & President: Don Poe of People Productions Media Services Inc.
Don Poe jumped onto Sales Operations Demystified to share his knowledge and experience in Sales Operations. Check out all the other episodes of Sales Operations Demystified here.
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Extensive collaboration with People Productions Media Services Inc.
Don Poe has been part of People Productions Media Services Inc. for more than 26 years. He started his journey with the company as an editor and gradually moved up the ladder. Don is currently the CEO and President of the People Production Media Services Inc. that is awarded as The Sales and Enablement Agency of the year 2019 by Showpad (Sales Enablement and Marketing Platform Leader)
Sales ops VS sales enablement explained…
Don explains sales ops and the sales enablements’ difference in two-dimensional ways i.e philosophical and tactical. Putting more light into the sales enablement process towards its broader perspective.
Don explains the Philosophical side as a coherence between marketing and sales functions, which provides the company with an eye to each step of a customer journey through the sales funnel, where customers are measured from the beginning till the end. This provides the company with more insights into customer reaction towards your sales funnel.
Whereas the tactical side can be easily portrayed as the need to empower sales reps with the finest material.
Taking sales enablement to the next level
During the year 2009-2010, Don and his team launched a sales enablement platform to enable the sales rep to assess analytics via mobile devices watching videos. In fact, their product was one of the earliest versions of sales tracking software that was endorsed by some of the leading companies of that time.
Recently, his media services have partnered with other platforms to develop similar apps, services, and software to facilitate the sales team – while keeping their focus on the marketing side of the business.
Best utilization of the platform:
The content may have been worked out by the companies; however, Don and his team, particularly look for the gaps in content strategy, throughout the sales funnel. With their points of focus being platforms (like Linkedin and other marketing mediums) digging deep on how do they allow the customers to be a part of it? How to tag things, how to organize things for the funnels to work properly, and so on.
Don here mentions using different strategies to bring the best out of these platforms, for the ultimate impact on sales.
Best sales strategies (content audits and bringing consensus)
Don describes the content audit process as bringing all stakeholders in one place through conducting big workshops, where they generate and grasp ideas from key stakeholders and derive the best ones towards implementation or as he calls it “Cherry picking the best”
Don’s prime focus remains on reviewing the content strategy throughout the sales funnel. They look for the sales and engagement gaps in the funnel and existing content strategy, which then results in them providing a platform that serves the best content and reaps into effective sales.
Don Poe’s biggest influence:
- Vince Andronico – Sales Manager at Fondel Chemicals Limited
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