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Viewing posts in the Message Consistency category

How Allego Helps Sales Trainers Solve The ‘One-Room Schoolhouse’ Dilemma

When it comes to national sales meetings, smaller sales training departments face the same dilemma as one-room schoolhouse teachers: How do you leverage your limited time and resources to train a diverse group of people—all at the same time? If learning content for the event is too advanced, new hires may get hopelessly lost. If it’s too basic, you risk putting the experienced reps to sleep. At large organizations, the simple solution is to divide the reps into different classes, design customized content for each class, and run concurrent workshops. Of course,... Continue Reading

How Allego Helps Reps Nail a New Product Launch

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What’s the biggest challenge of selling an innovative new product? According to Thomas Steenburgh, a marketing professor at the University of Virginia’s Darden School of Business, it’s the lack of support most sales reps receive before and after the launch. “The basic problem is that [product development teams] think that once they’ve created a good product, it’ll sell itself,” said Steenburgh in a recent podcast. “They just figure, ‘I can get it to the salespeople and they’ll figure it out.’ “You’re asking the salesperson to become a change agent … and that’s... Continue Reading

How to Fortify Compliance in Financial Services [Case Study]

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Allego gives financial services firms unprecedented visibility into what their salespeople say in the field. The resulting improvements to customer conversations have major implications for enhancing revenue performance.  However, the window they gain into whether or not those conversations are compliant is equally valuable. Background Founded in the early 20th century, this firm is one of the oldest asset management companies in the world. With rapidly changing financial markets, they sought a platform to disseminate time-sensitive, critical information to their geographically distributed sales organization in the form of easy-to-create videos. Specifically, the... Continue Reading

Know Your Prospect and Speak to Their Concerns

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We’re pleased to feature this guest blog by our partner, Campaign Stars. In this article, they discuss the importance of ensuring sales teams effectively articulate the right messaging and ABM strategy throughout the sales cycle. For more on this topic, and some great examples in action, register here for their upcoming webinar “Eliminate mediocre sales call -boost Sales & ABM results with better customer conversations”.   Last month, we discussed “Data and the Future-Proof Marketing Machine,” and how finding the right buyer reliably and repeatedly can feel like a full-time job. We laid... Continue Reading