85-90% of sales training has no lasting impact after 90-120 days*

Most reps walk away from SKO having forgotten most of what they learned. We run in-person (or virtual) keynotes and workshops that align with your organization's top initiatives—and help you reinforce the learnings so they stick.

“My organization brought Jason in to do a keynote and run outbound sales workshops at our SKO. JBay was the highlight of the event from AE and Sales Leadership feedback, and our AEs were implementing his concepts as soon as they landed back in their markets.”

Mitch Thomas

Director of Sales Enablement
Brooksource (part of the Eight Eleven Group)

How to structure high-impact SKOs

Our clients that experience the best outcomes follow a structure similar to this:

Topic Selection & Prep

Together, we identify your team’s biggest bottleneck. The one area where, if improved, would have the greatest impact on hitting the upcoming year’s target. Then we meet with members of the sales team prior to SKO to customize the content. 

Keynote Introduction

Jason delivers a 45 to 60-minute keynote introducing the topic to the team. This builds buy-in and prepares reps for the custom workshops.

Custom Workshops

We break the team up into segments, ideally in groups of 50 or less. Then Jason delivers custom workshops for each segment to go deep on the ONE topic introduced during the keynote. This delivery style keeps reps engaged and maximizes impact.

Post-SKO Reinforcement

We meet virtually after the SKO with your team to reinforce and troubleshoot around the topics they learned. This is optional, but highly recommended.

What we do differently:

Every keynote and workshop is fully customized for your team. And the sessions are highly tactical. Your reps will walk away with strategies and tactics they can immediately put into action.

Topics

Outbound Messaging
Phone Fundamentals
Email & Sequencing Fundamentals
AE Self-Sourcing
Discovery Foundations
Multi-Threading
Demos
Negotiations

Outbound Messaging

Top of Funnel
For
Entire Sales Team
Marketing
Length
Half Day
A simple framework to drive 10%+ cold email reply rates & 30%+ cold call conversion rates.
Book This Keynote

Key Learning

Your reps will walk away from this workshop learning how to:
Troubleshoot low-converting cold emails and cold calls
Speak the language of their buyers
Identify patterns in key priorities and problems their buyers face on a daily basis
Find buyer-centric language for their cold emails to generate 10%+ reply rates
Find buyer-centric language to revamp cold call talk tracks to get to 30%+ success rates

Outcomes

Standardized persona-based messaging to use for cold emails and cold calls
Standardized go-to-market message to align marketing and sales efforts
Increase the total volume of meetings set
Land higher-quality meetings that convert into qualified opportunities
Improve cold email and cold call conversion rates

Phone Fundamentals

Top of Funnel
For
Account Executives
BDRs & SDRs
Length
90-120 minutes
Land qualified meetings from cold calling + How to handle your toughest objections
Book This Keynote

Key Learning

Your reps will walk away from this workshop learning how to:
Overcome call reluctance and anxiety with the phones
Nail the first 60 seconds of the cold call (where 80%+ of reps fail)
Engage the prospect with impactful questions that drive urgency
Secure the meeting and make sure the prospect shows up
Handle their toughest prospecting objections

Outcomes

Increased outbound calling activity
Land more qualified meetings from the phone
Increase the total volume of meetings set
Land higher-quality meetings that convert into qualified opportunities
Improve cold email and cold call conversion rates
Increased show rate to first meetings
Increased conversion of live calls to booked meeting

Email & Sequencing Fundamentals

Top of Funnel
For
Entire Sales Team
Marketing
Length
Half Day
Modern strategies to achieve double-digit cold email reply rates
Book This Keynote

Key Learning

Your reps will walk away from this workshop learning how to:
Use subject line formulas for 40%+ open rates
Make emails more relevant and concise to drive double-digit reply rates
“Personalize at scale” so that emails don’t take hours to write
Implement email deliverability best practices so emails don’t get stuck in spam filters
Use the latest sequencing strategies to 2-3x contact rates

Outcomes

Increased outbound email activity
Increased open and reply rates
Increase the total volume of meetings set
Land higher-quality meetings that convert into qualified opportunities
Improve cold email and cold call conversion rates
Land more qualified meetings through email

AE Self-Sourcing

Top of Funnel
For
Account Executives
Marketing
Length
90-120 minutes
How to self-source 30%-50%+ of opportunities to reduce reliance on SDRs & marketing
Book This Keynote

Key Learning

Your reps will walk away from this workshop learning how to:
Set up the ideal weekly workflow to self-source 30%+ of their opportunities
Spot time-wasting accounts to avoid when prospecting (and identify the low-hanging fruit)
Improve collaboration with their SDR counterparts to increase response rates
Run simple outbound plays to land meetings and create qualified opportunities in about an hour per day
Build a habit of consistently self-sourcing pipeline every day

Outcomes

Increased pipeline coverage
More self-sourced opportunities
Increase the total volume of meetings set
Land higher-quality meetings that convert into qualified opportunities
Improve cold email and cold call conversion rates
Larger deals with shorter sales cycles (from your AEs ability to land meetings directly with senior stakeholders)

Discovery Foundations

Middle of Funnel
For
Account Executives
Marketing
Length
90-120 minutes
How to run sales calls that don’t feel like sales calls (and win larger deals faster)
Book This Keynote

Key Learning

Your reps will walk away from this workshop learning how to:
Open with strong introductions to stay in control to keep the call from going off the rails
Balance discovery vs. qualification so buyers don’t feel like they’re being interrogated
Find and attach to the buyer’s larger, company-wide business initiatives
Find business problems through carefully crafted questions
Secure next steps to build and maintain deal momentum

Outcomes

Larger deals
Increase in early-stage sales stage conversions
Increase the total volume of meetings set
Land higher-quality meetings that convert into qualified opportunities
Improve cold email and cold call conversion rates
Shorter sales cycles
Increased forecasting predictability (knowing which deals are real and which ones are not)
Lose fewer deals due to status quo and “no decision”

Multi-Threading

Middle of Funnel
For
Account Executives
Marketing
Length
90-120 minutes
How to increase win rates by 25%+ (and never get stuck below the power line again)
Book This Keynote

Key Learning

Your reps will walk away from this workshop learning how to:
Reverse-engineer the perfect deal to build a repeatable process
Identify the right stakeholders to win the deal (and how to spot blockers)
Talk tracks to get prospects excited to introduce your reps to power
Plays to reps can run in their next sales cycle to engage senior stakeholders
Using multi-threading to free up “stuck” deals

Outcomes

Decrease # of deals lost due to lack of access to power
Increased forecasting predictability (knowing which deals are real and which ones are not)
Increase the total volume of meetings set
Land higher-quality meetings that convert into qualified opportunities
Improve cold email and cold call conversion rates
Increased senior stakeholder involvement in deals

Demos

Middle of Funnel
For
Account Executives
Marketing
Length
90-120 minutes
Counterintuitive strategies to maintain control, secure next steps, and win the deal
Book This Keynote

Key Learning

Your reps will walk away from this workshop learning how to:
Avoid common mistakes that buyers (especially executives) HATE
Plan and anticipate objections to customize demos for their buyers
Use the “Resonance Loop” to focus on key features that move the needle for the buyer
Running effective group calls to keep group engagement (while maintaining control)
Use demos to advance and move deals closer to the finish line

Outcomes

Increase late-stage pipeline conversion
Close larger deals
Increase the total volume of meetings set
Land higher-quality meetings that convert into qualified opportunities
Improve cold email and cold call conversion rates
Lose fewer competitive deals

Negotiations

Bottom of Funnel
For
Account Executives
Marketing
Length
90-120 minutes
How to win more deals without lowering your price (and surrendering to your buyer)
Book This Keynote

Key Learning

Your reps will walk away from this workshop learning how to:
Never walk into a negotiation unprepared
Negotiate and win deals by countering with levers that don’t require sacrificing price
Navigate negotiations with confidence

Outcomes

Lose fewer competitive deals
Lose fewer deals late in the sales cycle
Increase the total volume of meetings set
Land higher-quality meetings that convert into qualified opportunities
Improve cold email and cold call conversion rates
Close larger deals
Increased forecasting predictability (knowing which deals are real and which ones are not)
Improved rep morale through increased commissions and earnings

Outbound Messaging

Top of Funnel
For
Entire Sales Team
Marketing
Length
Half Day
A simple framework to drive 10%+ cold email reply rates & 30%+ cold call conversion rates.
Book This Keynote

Key Learning

Your reps will walk away from this workshop learning how to:
Troubleshoot low-converting cold emails and cold calls
Speak the language of their buyers
Identify patterns in key priorities and problems their buyers face on a daily basis
Find buyer-centric language for their cold emails to generate 10%+ reply rates
Find buyer-centric language to revamp cold call talk tracks to get to 30%+ success rates

Outcomes

Standardized persona-based messaging to use for cold emails and cold calls
Standardized go-to-market message to align marketing and sales efforts
Increase the total volume of meetings set
Land higher-quality meetings that convert into qualified opportunities
Improve cold email and cold call conversion rates