Sales Enablement Hub
CONTINUOUS SALES ENABLEMENT TO WIN AT SCALE
Until we migrate all sales enablement content into our new training management system, you can find it here.
ALL INFORMATION IS COMPANY CONFIDENTIAL | DO NOT SHARE OUTSIDE eFILECABINET
Last updated June 21, 2022: Added link to new CPQ New Unit Price field training video from June 16
- NEW SALESFORCE CPQ ENABLEMENT AND TOOLS
- WEEKLY MINI-ENABLEMENT SESSIONS
- Sales Kickoff 2022 - On-demand
- Product Training Videos
- Sales Operations
- MARKETING AND BDR RESOURCES
- Current North America Territory Map
- "Reason Lost" - Moving Opps to Closed Lost
NEW SALESFORCE CPQ ENABLEMENT AND TOOLS
ON-DEMAND TRAINING
June 16: CPQ - New Unit Price Field (benefits all opps, but designed for amendments and renewals)
May 19: CPQ Training Part 2 (expansion use cases, go-live training)
May 5: CPQ Training (new logo use case)
TOOLS and GUIDES
Salesforce and Systems Training Folder (includes CPQ folder)
Reference sheet for products, bundles, pricing and approvals
CPQ High-level Walk Through and Instructions
WEEKLY MINI-ENABLEMENT SESSIONS
On-demand recordings & upcoming schedule
ON-DEMAND RECORDINGS
Mixture of Zoom and Gong recordings; and Google Docs. Zoom recordings are now being stored in Google Drive. You may experience a one-to-two minute latency before videos start playing.
June 2: Sales Discovery 2.0
and Slides
May 19: CPQ Training Part 2 (expansion use cases, go-live training)
May 12: Implementation and Professional Services
and Slides
May 5: CPQ Training (new logo use case)
April 7: Product Town Hall (passcode Z*v3wBNW)
April 7: LDAP Integration and Implementation Services
March 24: Sales Territory Planning
Territory Plan Template (Google Sheets)
and Slides (Google Slides)
March 17: Optimal Deal Structure
and Deal Structure Slides (Google Slides)
March 10: Product Town Hall (Active Directory, eFCO->Rubex, Rubex Reports) (password: KMW0ZCy^)
March 10: Discounting Policies and Best Practices
and Pricing and Discounting Slides (Google Slides)
March 3: Working with Partners
February 24: New Rep-level Sales Pipeline Dashboards
February 17: Product Town Hall - Strategy and Roadmap (slides only)
January 24: Limited Seat Type
January 12: Winning with HR - ICP Part 1
UPCOMING SCHEDULE
Subject to change based on sales input and needs
June 9: Rubex Reports
June 16: When, how and why to create an opportunity
Sales Kickoff 2022 - On-demand
Password for all sessions is "Liftoff2022"
Tuesday, Feb 8
Liftoff 2022 | CEO Keynote
Comp Plans and Incentives
Discovery and Solution Mapping
AND The New Perfect Pitch
Wednesday, Feb 9
Extreme Ownership Keynote
(access expired)
Product Vision and Roadmap
AND Rubex Product Training
Thursday, Feb 10
Customer Success Delivering for Sales
Discussing Security with Prospects
Grow Fast: Marketing and BDR
Delivering for Sales
Product Training Videos
Existing off-the-shelf product trainings from customer success, customer support and marketing
17 brief product training videos created for SMB customer onboarding
Short customer training videos collected by Kevin and Chase
Sales Operations
Handy tools, tips and training
Tips and tricks for our sales tech stack (document shared in onboarding)
Mandatory Reason Won/Lost Fields on Opps
Initial Apollo.io Training (March 15, 2022)
MARKETING AND BDR RESOURCES
Marketing Collateral: Rubex Cabinet
Marketing Calendar: Google Sheet
Current North America Territory Map
"Reason Lost" - Moving Opps to Closed Lost
When moving an Opportunity into the "Closed Lost" stage, a few fields may be required, including:
- Reason Lost
- Sub Reason
- Reason Detail
- *Only required if specific values for Reason Lost are selected
It is important that users understand the differences and definitions of these reasons. Please see the table below:
| "Reason Lost" |
"Sub Reason" |
"Closed Lost Detail" | Notes/Definitions |
| Legacy End of Life |
Internal Server Errors |
(optional) | We received server errors |
| Customer Corrupted Files | (optional) | The customer had corrupted files | |
| Firewall Issues | (optional) | The customer had firewall issues | |
| Misunderstanding | (optional) | The customer misunderstood what was happening with migration (i.e. they thought we were going out of business instead of just sunsetting products) | |
| Buying Committee | Out of Business | (optional) | |
| Acquired/Sold Business | (optional) | Our current customer is no longer associated with the business but there is an opportunity to prospect new management. | |
| Disconnected | (optional) | You were ghosted or were no longer able to get in touch | |
| Champion Left Company | (optional) | ||
| Procurement/Legal | (optional) | ||
| Customer Requirements | Only Wants Storage | (optional) | |
| Outside our Product Scope | (optional) | Do not confuse this with a product limitation. When the customer's requirements are outside our product scope, this means something they are wanting is not something our product does and likely will never do. (i.e. they are looking to purchase a used car and that is not what our company does) |
|
| On-Prem Requirement | (optional) | ||
| Timeline Too Far Out | (optional) | ||
| Budget/Pricing | (optional) | ||
| Consolidation | (optional) | The customer is consolidating their tech stack. | |
| Product - Limitations | Functionality Missing | *required | Please elaborate on the product limitation; not to be confused with a bug/technical challenge NOR product scope. This should be selected when there is something our product could do but doesn't today. |
| Product - Technical Challenges | Bug/Something Not Working | *required | |
| Downtime/Not Stable | *required | ||
| Slow Product Experience | *required | ||
| Service Issues | Customer Education | *required | |
| Onboarding Expectations | *required | The customer did not finish onboarding or did not receive the onboarding experience they expected. | |
| Support | *required | ||
| Adoption | Product Utilization | (optional) | The customer did not use the product enough. |
| License Utilization | (optional) | The customer's end users did not use the product enough. | |
| Auto-Terminated | Customer Cancelled | (optional) | NEVER to be selected by users; this is selected by automation in Salesforce |
| Duplicate Opportunity | Duplicate Created by Mistake | (optional) | When a duplicate opp was created by mistake (by a user or by the system) |