Tools: PowerPoint, Claude AI, Canva

Audience and Business Problem: This course was designed to train SaaS sales representatives who are new to the position but have previous Discovery Call experience. Incoming Sales Representatives lack training on Discovery Call best practices, which negatively impacts close rates. 

Solution: Once representatives know how to ask the right questions and steer the conversation appropriately using the SPIN Methodology, we expect to see a 20% increase in close rates. 

Highlights: PowerPoint Slide Deck, Facilitator Guide, Job Aid, Polls, Breakout Rooms, Interactive Collaborative Features, Video, and Real-World Simulation

Process: Using the ADDIE/SAM models, the needs analysis revealed the need for specific questioning skills to solve the business problem, which led to the learning objectives. Appropriately chunked content reduced cognitive load for the learner while building on skills throughout. A real-world role play scenario provided the chance for learners to practice their new skills. Several iterations of feedback ensured that the content was focused and accurately achieved the learning objectives. Kirkpatrick’s second and third levels of evaluation monitor if the skills are developed during training and practiced back in the workplace.

Deliverables: Facilitator Guide | Slide Deck | Job Aid