Sales/Marketing

Innovation is key to effective sales training. In my role as Instructional Designer/L&D Project Manager at System Pavers, I leverage AI for sales staff onboarding. In my role as Lead Learning Experience Designer at The Green Book Project, I leveraged the power of guerilla marketing and sales acumen to drive brand awareness and attract investors.

AI Sales Training

Problem & Purpose:

Sales reps (aka Design Consultants) must memorize a 20+ page sales pitch
Newbies are expected to continue practicing with their manager after L&D onboarding
Managers need to carve out time to practice with newbies
Sales pitch practice is inconsistent across 17 branches

Solution:

Meet business needs: increase closing percentages, increase net sales, decrease training time, increase training efficiency
Provide self-paced sales pitch practice
Provide microlearning with short, focused 5 min role plays

Streamline the training process for sales staff
Provide immediate, consistent feedback in a risk free environment
Provide data-driven analysis of trainees' sales skills
Assure consistent training across all 17 branches
Provide a gamified opportunity to improve pitch skills

Approach:

Initiate discovery calls with several AI training software vendors
Plan and execute a two-month A/B test of sales training
Create 15 role plays, each focused on one aspect of the sales pitch
Compare CP (Closing Percentage) of sales reps after:
- regular onboarding training (control group)
- regular onboarding & AI sales training (experimental group)
Create and deliver two follow up surveys:
- experimental group
- sales managers of experimental group
Gather data results and share with stakeholders for evaluation and for planning next steps

Aftermath:

Sales reps and sales managers gave positive feedback
Sales reps reported high confidence levels after AI training
Results (initial round, final round not complete):
- Closing Percentage for AI-trained reps: 10% higher than control group
- Net sales for AI-trained reps: 28x higher for than control group*
- First Time Closing for AI-trained reps: 41% vs 0% for control group

*Net sales in $ is confidential

Testimonial from a Sales Manager in our Dallas branch:

"I wanted to share some feedback regarding the Pitch Monster training with one of the design consultants here in Dallas. He successfully completed all of the modules. What really stood out to me was how quickly he adapted to the terminology we use in our industry and sales process. I had the opportunity to see him apply it in real-time during an appointment, and it was honestly the fastest I’ve seen a design consultant grasp it. It was impressive to witness, and definitely a positive experience. Will be very impactful as long as DCs are held accountable on completing the modules."

Guerilla marketing

Problem & Purpose:

Needed a strategy to increase downloads and users
Attended tech conference to reach target persona

Solution:

Created a guerilla sales training workshop

Trained staff using role play scenarios
Canvassed the convention with swag
Made meaningful connections
Increased number of downloads by 50%
Increased usage during the event by 30%

Approach:

Designed marketing swag and promotional items
Set daily lead goals for each team member
Connected with hundreds of attendees
Exchanged swag for app downloads/investments
Posted flyers on 500 cars in convention center area

Aftermath:

Conducted a training survey
- Employees reported:
  - High levels of anxiety before the training
  - High level of readiness after training
  - Training prepared them for success
  - Strong sense of accomplishment after event

Crowdfunding Campaign

Problem & Purpose:

The Green Book Project was running out of capital
During the startup's final six months of crowdfunding, all staff members were given marketing roles to help raise capital

Solution:

Started a crowdfunding campaign to raise $50,000 capital

Approach:

Created marketing campaigns
Used data driven metrics to manage and track results of the campaign, which informed our marketing strategy
Provided weekly fundraising briefings

Aftermath:

Successfully executed a crowdfunding campaign, raising $51.3K .