SocialChorus– is a social employee engagement app that is utilized to boost advocacy, drive employee engagement, and integrate social training. Based out of San Francisco, SocialChorus has gone through several rounds of funding and has been growing quickly over the past few years. The company’s cloud-based platform has been used for over 200 advocate marketing campaigns by customers such as AT&T, Kia Motors, Peet’s, Toyota, Outback Steakhouse and Windows Phone. It recently added mobile optimization, LinkedIn integration and automated social engagement detection.
Like many start-ups SocialChorus had already built a strong inside sales organization and lead
generation team, but wanted to make sure everyone was following a similar process. The Harris
Consulting Group was brought in to help strengthen the skills of the MDRs (Market Development Reps)
and the Account Executives.
For the MDR team time was spent on learning the buyers’ journey as it relates to top of the funnel activities like emails, voicemails, and cold calling. Training included both classroom, role-playing, and live contact exercises. Additional trainings included 1:1s for professional development and specific sales training based on individual performance.
For the Sales Team, the Harris Conulting Group spent time teaching understanding the buyers’ journey and the psychology of how people make decisions. This further progressed into training the team to better maintain control of the sales conversations, as well as earning the right to ask questions, and of course understanding when, where, why, and how to ask those questions. To solidify this training additional time was spent in the classroom, role-playing, and call coaching during real sales calls.
“A great perspective refresh on how to engage prospects, I’ve been able to immediately apply some of the learnings to my daily sales rituals.”
“The Respect Contract is critical for every successful sales cycle”