Demoleap Live: How SysAid implemented a repeatable, scalable sales navigation process for onboarding and enablement.
Demoleap Live is a collection of Interviews with some of the Top Industry Leaders and professionals in SaaS sales. Asking important questions to help guide other B2B sales companies to success in the SaaS sales world. In this space, Itay, Demoleap's CEO, goes head-to-head with Matt Meghory, VP of Sales at SysAid.
About SysAid
SysAid uses service automation to make IT work smarter, not harder. With a help desk that practically manages itself, millions of users worldwide enjoy faster, smoother IT service.
SysAid partners with over 5,000 customers, from small businesses to Fortune 500 enterprises across 140 countries and is available in 42 languages.
"SysAid is a one-stop shop for IT Service Management solutions that are scalable, agile, and cost-effective."
The challenges
How to implement a repeatable, scalable sales navigation process for onboarding and enablement?
- Onboarding and ramping sellers as quickly as possible
- Creating a structure that ensures sellers provide alignment and the same experience for prospects and clients.
- Implementing new messaging and demo structures and playbooks
- Measurement of success
"I didn't have a scalable, repeatable process defined. Which created a challenge. I needed to ensure that I was bringing on reps and ramping these reps as quickly as possible. It wasn't easy to do without a properly defined scalable. What we call our' sales navigation system' is a basic Six Step Sales Process that is repeatable against any segment or vertical."
"This methodology was to create that structure and to ensure that my sales reps I was bringing on were providing the same experience. And doing so allowed the building of the system and the building of the methodology, creating scalable onboarding and enablement. I see this as development and growth at an expedited rate."
"As a high-growth organization, we have high expectations. And we need to ensure that we're meeting that when we bring on new reps. We've created a talent machine internally. We are bringing on SDRs, Junior SDRs, coaching them, promoting them to BDRs, promoting those BDRs to Junior AEs, and scaling out our sales organization that way."
The Solution
With Demoleap, SysAid, onboard, train, and empower real-time sellers with a repeatable, scalable sales navigation system.
Success elements:
- Creating methodologies for discovery, solution presentation, POC, kickoff calls, and mid-POC kickoff calls as Demoleap playbooks.
- Tagging the SysAid platform to where sellers get real-time enablement at their fingertips.
- Updating talk tracks with new messaging, insights, and value propositions
- Alignment to consistent messaging
- Measuring demo and discovery data and identifying gaps.
"We just started to leverage the power of our CRM capabilities, and the fact that Demoleap annotation and notes will route to it is one point of reference. Garbage in, garbage out, but when it is not garbage, it means good pipeline and booking and of course high growth."
"With Demoleap, we took the methodology and used every single methodology we have for discovery for solution presentation for POC, kickoff calls, mid-POC kickoff calls. Everything is now in Demoleap."
"Any new solution that we're going to come out and go to market with. I've got the enablement right at the fingertips with Demoleap."
Key Results
- Ramping sellers in faster time with real-time playbooks
- Creating enablement of on-demand initiatives allowing reps to train in context
- Implementing new brand messaging and demo and discovery playbooks
- Creating messaging alignment across sellers from any tenure and technical ability
- Identifying Discovery and Demo gaps
"That's what Demoleap does. This is the type of behavior I want from my reps; this is how I want my representatives to behave and act, as well as learn anything new. And Demoleap allows that and creates that framework in an incredible way.
" We researched, and there's nothing out there that does everything that Demoleap does — and that's what made it for us. It was easy for me. It was an easy decision."
Interested to know how Demoleap can help ramp up sellers and create a winning discovery and demo process? Book a demo.
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