Sales Impact Academy

As SIA coach Melissa McMillan points out, Customer Success is so much more than being a cheerleader for clients. ?? When our partners start to fall behind, it’s our responsibility to hold them accountable for the actions and behaviors that drive results and ensure success. While these conversations can be challenging, it’s essential that we project confidence, expertise, and authority to inspire meaningful action. That means: ? >> Candidly assessing progress and priorities with our champion >> Identifying problems with tough questions >> Communicating our credibility with confidence >> Establishing a plan for accountability -- It's so important to workshop new approaches, questions, and soft skills in a safe space with an experienced coach so you feel more comfortable and confident applying these shifts into future conversations. Coach Melissa McMillan brings the perfect combination of pushing while supporting reps as they take their skillset to the next level. We're lucky to have you on the team! ?? #CustomerSuccess #CustomerEngagement #CS #CX #coaching

???Spotlight on Success: Amanda Sutherland from Enthuse??? At Sales Impact Academy, we get the pleasure of working with GTM teams across various industries! Enthuse is a on a mission to transform digital fundraising by putting charities first -- A company we take pride in supporting through sales and customer success training as they are a shining example of dedication and growth in the charity space!?? Check out what Amanda Sutherland shared on her recent live coaching session experience with coach Patricia Simms??? -- One thing that is imperative when it comes to the coaching space, especially with role play-based practice, is the creation of a "safe space." This allows innovation, creativity, and confidence to flourish. Whether experimenting with new strategies, learning from mistakes, or celebrating victories -- it's all about embracing the opportunity to grow and evolve.???? To put learners at ease, here are some phrases our coach community reiterates: >> "Remember this is a safe place to practice, make mistakes, learn -- have some fun and try some things you might not typically allow yourself to do!" >> "This is a chance to shake out the nerves, put things into muscle memory so you are prepared for the next stressful call." >> "Think of this as your boxing arena, we practice here so we don't bleed when in the ring with prospects/ customers." >> "Put those nerves aside because you don't have a real prospect/ customers in front of you and how you do with practice today won't have any impacts on closed deals, renewals, etc. - Be creative!" We're curious - How are you creating a safe space to uplevel skills? #CustomerSpotlight #SuccessStories #GrowthJourney #Coaching #Confidence

Sales is tough. As shown by our poll where, out of 90 responses, two key blockers emerged: - Buyer Hesitation (36%) - Inconsistent Lead Quality (33%) Here 's our advice—what's yours? 1. Buyer Hesitation: Buyers hesitate for various reasons—price, timing, consensus, competition, etc. You can help manage this by asking discovery questions that highlight the "cost of inaction," supported by case studies demonstrating the business and experiential value of your product. > "How might letting this problem continue impact your ability to capture more market share?" > "If you keep relying on that method, what impact would it have on revenue growth?" > "What are the potential long-term effects on employee satisfaction if these issues persist?" 2. Inconsistent Lead Quality: Focus on refining your lead segmentation and qualification process. Re-align with your team on the key aspects of your Ideal Customer Profile (ICP), including engagement level, company size, industry, and pain points. > What are their pain points? > What motivates them? > What are their goals and toughest challenges? #SalesTips #SalesTraining

We're excited to shine a spotlight on one of our exceptional Customer Success coaches, Victoria Nichol!??? Victoria is not only a seasoned Customer Success Executive but also an inspiring coach whose hands-on approach sets her apart. She believes that the key to mastering any skill lies in relentless practice. In Victoria's sessions, she creates a "brave space" where individuals can confidently hone their skills, build resilience, and grow into their roles with support and encouragement. Her unwavering dedication to empowering others and her practical, skill-building approach makes Victoria an invaluable asset to our community. Kudos to Victoria Nichol for leading with such passion and expertise!???

Live coaching is key for boosting confidence in sales and customer success reps. Real-time feedback helps them refine their approach, tackle challenges head-on, and see immediate progress. We've had the pleasure of working with Reward Gateway and their GTM teams, here's what Alex Cope shared after our latest private session with them on "Proposal Review: When Your Prospect Says They Need to Think About It." When reps feel supported and guided by coaching experts like Sean Hamilton, their confidence skyrockets—and so do their results! #Sales #SalesTraining #CSTraining #SIAsuccess

What's the biggest roadblock to reaching quota? While things are always changing, we want to know -- what's the most challenging right now? Do you have an answer that's not on the list? Leave it below!

?? COACH SPOTLIGHT: Brooke Bachesta ?? As our longtime sales coach, Brooke Bachesta knows, the best part of training is witnessing those “a-ha” moments when everything clicks. ?? Seeing someone grasp a concept and realize how they can apply it to their sales strategy is incredibly rewarding. It’s a reminder that with the right guidance, anyone can unlock their potential and elevate their performance. And rockstar Brooke's guidance gives reps more than just confidence—they lead to real success!

Practicing with live, objective GTM experts is a game-changer for leveling up your customer success skills -- just ask Conor Horgan from ComplyAdvantage. He's seen the difference that real-time practice and feedback from pros who’ve been in the trenches can provide to his team's growth and success. SIA coaches provide practical hands-on feedback that challenges you to improve. It's the kind of practice that helps you see your gaps and then approach each customer and deal with a clear, strategic mindset. By partnering with SIA veteran coaches, managers and their teams elevate their GTM game together! #CustomerSuccessCoaching #ProfessionalDevelopment #SIAsuccess

Our classic session on handling objections is a must-attend for everyone, from early-career reps to seasoned professionals. SIA coach Alex Hunte has been instrumental in helping learners master or refine this essential skill. Just ask J?rgen Nerheim, one of our learners from Canonical. In a short time, Alex’s impact as a coach is evident in J?rgen’s growth and confidence. Here’s to dedicated learners like J?rgen, a supportive space to practice, and exceptional coaches like Alex who drive real transformation. Let’s keep growing and succeeding together! #SalesTips #ObjectionHandling #SalesTraining #SalesCoaching #ProfessionalDevelopment #SalesSkills

?? COACH SPOTLIGHT: Brad Smith ?? Today we're shining the spotlight on long-time SIA coach, Brad Smith. Thanks to Brad, reps hone their skills, learn new strategies, and walk away with tangible insights to apply in their next call. Check out what our learners have to say: --> “Got loads of great feedback from coach Brad around negotiation. He helped me with what kinds of questions may come up and how to handle them. Learned a lot and now I know I can handle these calls better. Thanks Brad!” --> “Great session on C-Suite conversations with Brad. Takeaways: less fluff, more direct, and get approval from the C-level.” --> "Brad gave me great advice on asking the prospect questions when handling objections. So good!” --> “Working with Brad was so valuable, I’ve had him a couple of times and he is great with adding value in terms of resources.” Brad.... learners seriously can’t get enough of your insights! You say, ? "SIA genuinely provides everything you need to thrive in sales," We say, ? "Couldn’t have done it without ya!"