Simuly Books

Scale Sales Capability in Your Sales Organization

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DECODE is for anyone who wants certainty over what constitutes effective selling in their sales organization. For the first time, thanks to artificial intelligence, we can DECODE what works within specific sales teams, not just as a profession as a whole. This book is a five-step process to DECODE your high-performance sellers and scale them immediately using a mix of artificial intelligence, experienced buyer coaches, and simulated environments. It shows how to develop a system for salespeople to rehearse and prepare for live customer engagements, to improve deal outcomes, and sales skills at the same time.

Tribe Book Cover
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Tribe is a many-to-many sales coaching system leveraging the power of teams in the sales process. Tribe reduces the current bottleneck of manager coaching as salespeople coach each other. You can add Tribe to any sales methodology to make it work. Why? Because we’re all hard-wired to be tribal. Tribe is the power behind all successful teams through human history. The Tribe Playbook shows how to use this power to motivate and grow sales organizations and get your sales playbook or sales methodology working.

Deal Hack Book Cover
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Deal Hacks are a program of interactive group workshops that challenge and support live deals through a visually engaging, team-based process. Proven to create value in the sales process, Deal Hacks focus on deal outcomes rather than skills gaps, which are the focus of training and coaching. This creates a more direct and immediate impact on sales results. The program’s successes, and the uplift in results, create momentum and a pull effect where more salespeople change and organizational sales transformation is achieved.


Weekly Tribe Sales Gatherings

Sales Enablement Is Like Coffee

For three reasons: 1) Better with your friends because that’s where you get the gossip (tribal knowledge). 2) Should be the time it takes to drink a coffee. 3) Should cost no more than a cup of coffee.

According to Gartner, 76% of salespeople feel that the sales enablement they receive makes selling too complicated, causing them to disengage. Simu.ly has developed the Tribe program to reduce this complexity and deliver the impactful sales enablement salespeople want. 

Tribal Gatherings are 20-30 minute weekly meet-ups that use a standardized, repeatable framework to learn, share and coach tribal sales knowledge. The curriculum is designed afresh for each quarter of your year, so it’s relevant, timely, and impactful sales enablement.

Tribal Gatherings are run by the tribal leader. The sessions start with a short e-learning video from the Simu.ly library covering the selected subject in under 5 minutes. The Tribe then share tribal knowledge on how the subject really works with their customers by sharing deal-based examples. The tribal leader then uses the session coaching card to gain commitment from the Tribe on how they will use and implement the tribal learnings in their deals. All of this is managed through the Tribe system online.

Let's have a virtual coffee and talk about how Tribe sessions can super-charge your sales enablement.


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DealCheck Win/Loss

Why Do You Win or Lose?

As our environment and customers change, the reasons we win or lose deals change too. We all intuitively know this and that we should learn from won and lost deals, but most often, we don’t. Our focus on the next sale prevents us from taking the time to do this. After all, learning is essential, but it’s never urgent. And when we do get around to doing win/loss reviews, our cognitive biases can get in the way of revealing the unpalatable truths and blindspots in which the lessons hide.

As part of your sales enablement cadence, Simu.ly can deploy a DealCheck program to capture the tribal knowledge from closed won and lost deals. Deal Coaches use conversational AI to systematically review closed-won and lost deals with your salespeople and with customers. This speeds up the process and creates enablement assets that can be quickly deployed.

AI Driven Conversations

Conversations on closed won/lost deals are recorded and analyzed by Artificial Intelligence, which reduces the time it takes to create and maximizes the insights gained.

Salespeople learn best from each other. Seeing how another salesperson has won a deal provides a rapid, credible, and contextualized learning opportunity. Simu.ly uses artificial intelligence (AI) in simulations to capture these valuable examples of tribal knowledge and feed them rapidly back into the enablement cycle.

Let's have a virtual coffee and talk about how Simu.ly can super-charge your win/loss program. You just have to decide, Costa or Stabucks?


Deal Simulation Portfolio

Simu.ly create Deal Simulations for companies to allow their salespeople to practice without losing deals, and to capture examples of best practice. Below are examples of Deal Simulations we designed for our clients.

Computelar is a simulated value added re-seller (VAR). An announcement by the founders of Computelar is the compelling event that kick starts this deal simulation through the breaking news video. The challenge they have is that they need to find new revenue streams to stay ahead of their competition.

In the simulation the sellers are given a lead with the name of a contact at Computelar, along with places to research. The sellers arrange a time to call the contact at Computelar. The sales meeting takes place over video and is scored. After the meeting, feedback is given to the delegate and scores added to the score board. The delegate with the highest scores wins the deal and the simulation.

Computelar Website

Client: Skykick

Our client Skykick had the challenge of selling a new product into the channel. After completing the product release and associated enablement, the sales teams were put into the Computelar simulation to test their ability to sell the new product. This happened before they went live selling with real customers.

Perdita University

Perdita is a simulated university. Due to the recent drop in international student numbers, a cost reduction program has been introduced to save money. They currently have a contract with a SAAS company called Thankview, and this contract has been identified as one that will not be renewed unless they can demonstrate that it adds value.

In the simulation, the sellers are given the contact details of the head of donor relations at Perdita, their existing contract details, and the Perdita website to research. The customer success team arrange a time to call the contact at Perdita. The meeting takes place over video and is scored. After the meeting, feedback is given to the delegate, and scores are added to the scoreboard. The delegate with the highest scores wins the deal and the simulation.

Perdita University Website

Client: ThankView

Our client, ThankView, had the challenge of building a new customer success team. Their goals were to increase cross-selling and upselling within existing accounts and to increase account retention. Their customer retention increased by 17% after the simulation.

Launderama is a simulated textile rental company. An announcement by the CEO of Launderama is the compelling event that kick starts this deal simulation through the breaking news video. The challenge they have is that they need to find new revenue streams to stay ahead of their competition.

In the simulation the sellers are given a lead with the name of a contact at Launderama, along with places to research. The sellers arrange a time to call the contact at Launderama. The sales meeting takes place over video or in person and is scored. After the meeting, feedback is given to the delegate and scores added to the score board. The delegate with the highest scores wins the deal and the simulation.

Launderama Website

Client: Fuze

Our client was Fuze, a UCAAS company. They had the challenge of recruiting, onboarding and enabling a new sales force after a management take-over saw most salespeople leave. This simulation was used as an event at their Sales Kickoff event and then used as an onboarding tool.

Let's have a virtual coffee and talk about how Deal Simulations can help elevate your sales enablement.


Sales Playbook Portfolio

Simu.ly design bespoke sales playbooks for companies and give their sales activities a brand identity. Here are examples of playbooks we have designed for clients.

The Six Cs

The Six Cs is a sales program comprising six modules designed to drive the customer buying process. The playbook was designed for a financial services company that sold complex solutions to enterprise customers. The first task was to identify the buying process, which had not been done. They’d had a series of sales methodologies mainly focused on questioning, and they wanted to pull the various components that had worked into one sales methodology. They also need to add: 1) a disruptive way to kick-start the buying process in new prospects, 2) negotiating as they were losing margin, and 3) a way to hand-off successfully to customer success to drive up customer retention.

DISRUPT

This sales playbook brand identity was designed for a company who had a patchwork of different models, methodologies and tools from a succession of different sales leaders. Called DISRUPT, the company wanted a brand to inspire the salesforce to disrupt the marketplace.

DISRUPT aligned the sales process, the customer buying process and the critical actions that drove success in deals. In this way, the DISRUPT playbook pulled the different assets they had into one coherent brand and message that turned a patchwork into something easier to communicate, coach and manage.

PERFECT Sale

PERFECT is a sales playbook comprising seven modules designed to drive a seven-step customer buying process. The playbook was designed for a FinTech company that sold solutions to small and medium-sized businesses. The client had already decided to call their program PERFECT but only had a questioning methodology. It needed to be augmented with the other skills required from open to close. Additionally, the framework needed to be easily coachable and fit with a coaching framework; please see below.

Perfect Coach

Perfect Coach was the coaching curriculum to help embed the Perfect Sale. In addition to putting the sales managers through the coaching course, we developed an app to measure the salespeople’s competencies in-field. Because the program was for a FinTech company, the documenting of competencies helped with sales regulation and competency development.

ELITE Performance

ELITE Performance is a sales playbook written for a pharmaceutical company. The challenge they had was that their salespeople could no longer buy gifts for Doctors, and the number of sales appointments reduced dramatically. The company had tried to roll out an in-house version of SPIN selling but had missed out parts of the SPIN system, and so it was failing. The name they had already chosen for their program was ELITE, and they wanted to keep this. So the task was to make the playbook work and re-brand it inline with the existing vocabulary. We started by defining the diagnostic process Doctors go through and then mapped sales competencies that added value to the diagnostic process.

BARTER

This negotiation playbook was designed for a SAAS company that had a sales process but struggled to win against the competition and lose margin on the deals they won. In other words, they were selling on price but wanted to sell on value. For this reason, the BARTER framework is not at the end of the sales process but looks at what to do throughout the sales process to build value so that it can be negotiated successfully. For this reason, it aligns with the sales process and the customer buying process.

PITCH

The PITCH playbook was written for a technology company that wanted its salespeople to communicate value more confidently. The first step was to change how they pitched by starting with customer insight and impact, rather than starting with themselves and their solution. The second was to show them how to facilitate customer decision-making to drive a successful close to the pitch. Confidence soon returned when the salespeople had the tools to manage these key areas.

GROWTH Workouts

GROWTH workouts were a negotiation playbook designed for a multi-national packaging company. They’d had two sales methodology failures and also had different teams with different sales playbooks due to acquisition. Now in its eighth year, this program has stood the test of time and has captured millions of dollars of value.

Helping Customers Buy

Helping Customers Buy is a playbook created for a national insurance company that wanted to modernize how their salespeople sold. The first step was to differentiate between direct and indirect selling, which had not been considered before. The second was to show how to help customers through the buying process.

Let's have a virtual coffee and talk about how the Simu.ly Design Practice can design your sales playbook.


Tribe Leader

Sales managers spend one third of their time in meetings, one third reporting and responding to queries, and one third in deals with their team. With little available time, they need to coach with maximum impact in a minimum amount of time. That is why Simu.ly developed the Tribe Leader coaching program.

Improve Revenue

The Tribe Leader sales coaching program ensures sales leaders coach their teams and scale sales success by creating a maximum IMPACT in a minimum amount of time. And this starts with Improving Revenue.

Other sales coaching frameworks focus on developing the individual first and foremost. This creates friction because the sales environment is so heavily focused on generating revenue. The IMPACT sales coaching framework does not fight this revenue focus but works with it. Tribe Leaders prioritize revenue first, and from revenue successes, builds skills and behaviors that scale further sales successes.

Traditional coaching is one-to-one. In a sales environment, sales managers can’t cope with the volume of coaching required and become a bottleneck. Tribe Leaders overcome this problem by coaching one-to-many and remove the bottleneck. 

To become adopted, sales coaching needs to be simple. The Tribe Leader coaching program is like no other coaching framework because it is specifically designed to scale sales success in a busy commercial environment. This reduces friction, reduces theory overload, and reduces the time to sales IMPACT.   

Many-to-Many

Sales managers are expected to coach one-to-one. That puts a serious constraint on the volume of coaching that can be achieved—a good example of an artificial glass ceiling. So, what we’ve done with Tribe, is grab some high explosives and duct-taped them to that glass ceiling. From a safe distance, we’ve detonated the explosives and watched the glass ceiling smash and fall. Tribe is not a one-to-one experience. That’s not as scalable and reduces tribal knowledge-sharing opportunities. It’s a one-to-many coaching experience and a many-to-many coaching experience too.

Process Simplicity

Coaching, like selling, is about managing a conversation. Making coaching too complicated means that it won’t stick. In a dynamic sales environment, complex processes become a liability and counterproductive to generating revenue.

Simu.ly use the same simple four-step process for coaching conversations that we use for sales conversations. There’s only one process to learn, and it’s as simple as drawing a GRID on a piece of paper. There are no excuses here!

GRID is a ‘start anywhere move anywhere’ conversation management tool created by Simu.ly. It ensures all the relevant parts of the coaching conversation are covered. What’s their goal? What’s the current state and the desired future state? What options are available to achieve the goal? What are they deciding to commit to?

GRID proves that the coaching process does not need to be complicated and that the customer conversation framework can be the same, reducing sales operational complexity.

AI and Technology

In a sales environment, non-revenue generating activities always take a back seat. For this reason, any time spent coaching is at a premium. Simu.ly make sure coaches can use technology to maximize this valuable coaching time.

Technology can help coaches with memory recall, observation, interpretation, visualization, proof, and encouragement. Technology can enhance monitoring progress towards goals. It can build a richer picture of what the coachee is saying or not saying. Technology can help develop alternative options, track decisions, and create nudges to reinforce target competencies. Technology can capture tribal knowledge which is immediately usable as enablement assets for other team members.

Technology can get in the way of effective coaching when it is purchased and not embedded in how the coach operates. Simu.ly make sure that technology becomes an asset to the sales organization and not a liability.

Cognitive Diversity

Customers have complex problems to solve. If salespeople can help solve those complex customer problems, they’ll be invited into the buying process. If they’re invited into the buying process, they can use the sales process to influence the decision-making and win the deal. If we want to get good at solving complex customer problems, it makes sense to maximize the innovation and problem-solving resources and capabilities of the team. That means teamwork and a Tribe that can challenge each other’s thinking and contribute diverse perspectives. Working as individuals to solve complex problems is not a model or trend we see elsewhere. The rest of the world is walking in exactly the opposite direction. Tribe creates a forum for sales team cognitive diversity to translate into competitive advantage in the sales process.

Tribal Knowledge

In most sales organizations, there is a large amount of knowledge about products, customers, and processes only known to certain salespeople. This information is called Tribal Knowledge, and it is often known only to the most successful salespeople. Being unable to harness Tribal Knowledge is a challenge for many sales organizations but particularly for rapidly growing companies.

IMPACT Sales Coaching turns this around by showing coaches how to capture Tribal Knowledge and share actionable deal insights across the sales team. Because this is how salespeople actually learn, it is 80% more effective than traditional sales enablement AND has an immediate impact on revenue.

IMPACT SALES COACHING IS THE KEY TO UNLOCKING SALES GROWTH

Let's have a virtual coffee and talk about how Tribe Leader Coaching can super-charge your sales teams.


Sales Playbook Design

Simu.ly design bespoke sales playbooks for companies and give their sales activities a brand identity. This improves engagement, creates a sense of identity, and makes your sales process a unique competitive differentiator.

Your Own Sales Playbook is a Unique Differentiator

Which sales playbook will you choose? Sanderson, Miller Heiman, Challenger, Huthwaite, or another? There’s no shortage of playbooks that salespeople can learn. The sales techniques are all good, but the programs fail because the methodology is brought from the outside in. Even with tailored programs, there’s a Herculean effort required to force salespeople to adopt them. And that unsustainable effort is why these programs ultimately fail, time after time.

Simu.ly overcome this by designing your bespoke playbook from the inside out. We work with your salespeople, decoding, and scaling the tribal knowledge that has been proven to win deals. A playbook written by the salespeople for the salespeople is a much easier way to scale sustainable sales effectiveness. And the best thing is that it will be a unique differentiator. Nobody else will have the same playbook as you.

A new brand for your best sales asset.

This sales playbook brand identity was designed for a company who had a patchwork of different models, methodologies and tools from a succession of different sales leaders. Called DISRUPT, the company wanted a brand to inspire the salesforce to disrupt the marketplace.

DISRUPT aligned the sales process, the customer buying process and the critical actions that drove success in deals. In this way, the DISRUPT playbook pulled the different assets they had into one coherent brand and message that turned a patchwork into something easier to communicate, coach and manage.

Sales Growth by Design

Creating a bespoke methodology based on customer sales interactions has traditionally been considered too complex and expensive. But the world has changed, and technology now allows us to build sales playbooks around salespeople and customer interactions for individual sales organizations. Using this ‘Inside Out’ approach drives higher engagement levels, allowing sales organizations to scale sales effectiveness more easily. To design your methodology and playbook, we use our own proprietary sales playbook structure.

Sales Playbook Structure

Let's have a virtual coffee and talk about how the Simu.ly Design Practice can design your sales playbook.


Tribal Sales Knowledge

What is Tribal Sales Knowledge?

Traditional efforts to improve sales capability and scale a repeatable sales process have resulted in most salespeople (76% Gartner) wanting their companies to reduce sales enablement complexity, and they now avoid the sales playbook when they can. Simu.ly create new types of sales enablement interventions to turn this around by capturing Tribal Knowledge and focusing on learning inside deals. Based on how salespeople actually learn, Simu.ly interventions are 80% more effective than traditional sales enablement interventions AND have an immediate impact on revenue.

HOW EFFECTIVE IS TRIBAL SALES ENABLEMENT?

Decoding Tribal Knowledge White Paper

The Simu.ly white paper ‘Decoding Tribal Knowledge’ is a comprehensive guide to what Tribal Sales Knowledge is, and how to make best use of it in sales enablement initiatives and programs.