The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 2 months ago

Friday Fundamentals 165: Tom Lavery

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Friday Fundamentals 165: Tom Lavery

Everybody, it's Sam Jacobs. Welcome back to the sale ticker podcast and it's Friday, so happy Friday. Hope you're doing well. It's Friday fundamentals, the short five to ten minute format where we bring you actionable insights to help make a difference in what you do today. Now, today, back on the show, we've got this week's guest, Tom Lavery. Tom Is the founder and CEO of a company called Jiminy, which provides conversational intelligence to help companies drive sales improvement and company culture improvement as well, and it's a Greek company's been doing it for five years. He's going to talk to us about what are the four steps you need to take in order to drive improvement in your sales process and in your company culture? Four steps that you need to take. Now, before we get there, we want to thank our sponsors. We've got two sponsors for Friday fundamentals. The first is pavilion. Pavilion is the key to getting more out of your career. Our private membership connects you with a network of thousands of like minded peers and resources where you can...

...tap into leadership opportunities, professional development, mentorship and other services made for high growth leaders like you. Make sure you take advantage of the pavilion for teams corporate membership and enroll your entire go to market team in one of our industry leading schools and courses, including marketing school, Sales School, Sales Development School and Revenue Operations School. Go to join pavilioncom to learn more. We're also brought to you by outreach, which triples the productivity of sales teams. That empowers them to drive predictable and measurable revenue growth by prioritizing the right activities with customer engagement. An intelligent automation outreach makes customer facing teams more effective and improves visibility into it really drive results. Time. Welcome back to the show, a Sam. How you doing? We're doing great. All right. So we've got you've got a framework for us? Yeah, you've got four steps to the epiphany, as they would say, for steps to helping drive improvement in your sales performance and process and, as a result, drive improvement in your company culture. What are those four steps? Yeah, cool. So I think when it starts, like a lot of people out there, you're you might be recording today, right. You might be recording your conversations or...

...exactly. But it's the magic bit after that that really makes a difference, because it's only as good as what you do with the data rights. A step one, you want to make sure that you're capturing every conversation possible. So platform like Jimmy would be able to do that. So we're talking voice, we're talking video, we're talking email. So whether it's zoom teams, whatever, that all of your data is being analyzed and transcribe. So that step one. And then you've got that in one place that the hot ist notice the cells team or the CS team, the whole business can use that data. That's kind of step one. And then when you go into a layer after that, once you start to build up this data over like Thir thousand and sixty days, you want to be able a lot of the time you hear about like school carding. Make sure everyone's heard of that way, like coaching, scoring a call. It's a little bit too narrow for me. So what we do with our customers is you can actually create a framework that we help them and guide them to do, and that's a that's based on every type of conversation you would have in your cells process. So step one, capture every conversation. Step two, make sure you've got a framework...

...based on each type of conversation. So could be discovery then way. So in a framework you would look to apply a methodology. So one that we recommend is that first of all you have like a module or an area. So that would be like building a relationship, as an example, building a relationship, or it could be business goals. That would be an idea of one module. Then in business goals, what is the goal of that? What you would you have to achieve as a celles where during the business goal section, then you'd have a criteria around the coaching areas. What you looking for in terms of scoffts of skills or what the rectly saying, and then you would be able to take notes and give it a score. So this is quite in depth and it's not something that can be automated because it's subjective right in terms of a how you're applying it. So once you've got that and you're doing that regularly with your team, could be once a week or once a conce every two weeks, the most important thing is to measure it over time. So one of the things we do is you can apply a score to it at the end and you can see the constant improvement. So,...

...yeah, I can readap if you want. So, like step one is make sure that you're capturing and recording all of these conversations. Then, based on every step in your your cells process, you create your own individual framework. Then you apply basically how and train your team how to coach each type. So around the module of Goal, a coaching area, that where you can then lead to giving it a school and then you measure this over time through our reporting to see process in improvement. I love it. Capture every conversation, create a framework, apply that framework through coaching and then measure over time to see improvement. And I think we probably both agree that there's in just there's not enough coaching and probably, to your point, Tom There's not enough knowledge of how to coach effectively. Would you agree with that? Yeah, I still think it's the member. Well, I look at what you guys are doing with a pavilion. I think sales is an uneducated industry, even though, I mean it's been in myself for years. It's not. It's, you know, it's not like an accountant or a lawyer it's...

...uneducated. So everyone learns on the job. So the more courses and things that you can apply as you learn along where. I think he's really important see have people. I think people fundamentally is they draw up being in a honesty r ORT, critical points how to coach. But I think that is changing because of what we're doing with customers and things like that. You know, people are starting to learn these skills much earlier in a CARENA. I love it, Tom I remind us of folks want to get in touch with you. What's the best way they can? If they want to get in touch with the team, they can just go to jimmycom. They can chat straight to one of the team there on the website, or if they want to get in touch me personally, just find me, Tom lavery on Linkedin. Love it. If folks want to get shout reach out to me, you can Sam at joined pavilioncom thanks to our sponsors, pavilion. If you haven't checked out marketing school, Sales School, sales development school or any one of our other accountless schools, go to join pavilioncom to learn more. Thank you. Also to outreach. Tripling the productivity of sales teams everywhere. Tom Thanks so much for being our guest on the show this week. See Sam. Cheers. Have a great day. Beat.

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