Robert Cornish

And so our job was to basically build a repeatable, scalable training model.

Right, and the people on the ground.

So they're all sane and doing the exact same thing.

So they could take that series of content that we created, we built out a series of nine videos, some drills, and some other things, and they could deploy that through their LMS, learning management system, to make sure that everybody's doing the same thing.

Somewhere around there, 2,300 reps, yeah.

No, we just have like an enterprise contract, a budget that they commit to per year.

I think in that scenario it was $200,000 or $300,000 or something like that.

It wasn't all for that, but it was part of that went to training.

You know, some of it's just a la carte, to be honest, different divisions that need different things related to sales enablement.

But it could be, like I said, it could be from marketing, sales, training, and customer experience.

So for example, we might be building out, when you look at the sales journey, we might be mapping out their sales process and arming the team with everything that they need to help follow up and follow through and nurture the sales cycle.

We found that on average, people follow up about three times, but it takes 18 plus contacts to actually close a deal.

So there's a big discrepancy between those two.

And you start looking at it and go, well, why are they not following up?

And you start finding that they're running into call reluctance, they're running out of gas.

So these large companies are spending a huge amount of money on driving the lead in the first place, but then they're not really supporting the sales enablement side enough to actually see it through and get a closed deal.

So we start creating content, whether it's decks, case study material, experience trailer content, all the different things are going to help win confidence and give them tools to stay the course and close the sale.

Well, right now, I mean, you know, we have 200 projects going at any one time.

And right now we, we have many, many customers.

We don't have like a large agency where they only have 10 or 20 customers that are working with.