Video

This video was created for an SaaS technology company that is on a mission to democratize access to healthcare by expanding access to surgical training. They create modules in virtual reality that surgeons and medical device companies can access from anywhere using off-the-shelf technology (Meta Quest 2 and Pro headsets).

The company did not have a uniform sales methodology until mid-2023. They had a pitch deck and a process, but not a shared set of principles to coalesce around.

The commercial team (sales, marketing, partner success) settled on the Challenger Sales Methodology as their set of principles. I partnered with the team to create a four-week (12 course) blended learning curriculum that would provide the team with the basics of Challenger, while giving them a safe space to practice with each other.

The Challenger curriculum we put together consisted of two phases: Phase I gave folks a basic understanding of the Challenger sales methodology. Phase II defined the company’s personas and gave their commercial team the opportunity to role play while developing their pitches in a safe space.

Phase I consisted of three live (virtual) instructor-led trainings and four videos. Each course also included a quiz.

Phase II was split up into four quadrants: one for each major persona. Staff learned more about each persona in a video, completed before a live session. Then, we brought everyone together to recap what they learned and to role play each portion of the Challenger script, tailored to that specific persona.

The design process for this project was a true collaboration between some ambassadors on the commercial leadership team and myself. They provided me with endless amounts of material, and my responsibility was to instructionally design it, ensuring ADA accessibility and that it was set up to maximize learning, plus formatting per our company brand guidelines.

We talked through each course end-to-end, with them giving me the highlights of what needed to be covered in each course. In some cases, this was in the form of a PowerPoint or Google Slides presentation that needed formatting. In others, that was them talking at me so I could create the presentation materials from scratch (which is my preference).

Once we had a working version of the materials, I’d then write up a script for any pre-recorded videos we would be making and make final edits, then it was off to the recording studio to record the audio and produce the final video(s).

For all live sessions, I served as emcee, ensuring the Zoom sessions went smoothly, setting up breakout rooms and polls, recording the session, taking attendance, muting people when needed, and presenting when applicable.

I also assigned all coursework to folks in our learning management system, AbsorbLMS, including all quizzes, and supplied progress reports to the leadership of each attendees’ team.

This curriculum was not only super fun to make, it was fun to host - and it was super effective.

Within two weeks of launching Phase I, our commercial teams had two pitches for big new logo business deals. They closed them both, bringing in $2.5 million in sales that the company desperately needed.