There are many different types of online video communication  technologies. Some provide an easy way to record and distribute your Video Calls/Webex/Webinar and others make it hard for the novices for them to make a recording let alone watch it back. Whatever the communication technology CallCoach can capture a video file to review and provide easy to consume sales presentation review material. 

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Scene Detection

To speed up the video analysis task we utilise scene or sentiment detection software where the software will intelligently views your calls and breaks the presentation up into segments that make it easier for us to review.

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Image to Text

Modern Image to text technology also takes text from Powerpoints and makes them searchable so that when you are review using our portal you can search on technology words and just be able to play those segments of the video. Great for Sales guys to practice parts of their presentation that might give them more trouble than others. 

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Live Event Analysis & Filming

Over the years we have been asked to film live events rather than Webex and Webinars to get a recording. This is possible but for larger events we would work with your Video Event Presentation team. We can notate performance using a tablet on  sales or marketing staff's performance  at an event especially if no cameras are allowed and you would like to do a secret shopper session. 

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AI Video Services 

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Observation Technology

Over the years we have used an array of Audio & Video Software observation technologies, from Behavioural Software to Video Editing to basic Video Review Players. We will make sure that whatever Sales Coaching we create you will be able to play it back on your system or cloud of choice.

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Speech to Text

Also for speed of analysis we also use the ability to make a transcript of your speech within your presentation so that we can score certain words against our Sales Presentation Methodology for faster analysis.

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Notational Analysis

This is the clever bit, we have used the performance principles and technology that drives the elite sports industry to analyse performance and notate your actions but link them back to Business Sales and Martketing KPIs and not sports ones! 

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Company Research & Indexing 

There is a lot of video content available these days and it is getting ever larger as video generates 1200% more shares than text and images combined together on social platforms(Brightcove). The way to track video content is changing and new search tools and indexing methods can help find the content or even the wording that you are looking for in a presentation or video. CallCoach will monitor such digital content like company investor presentations, annual reports or market trends videos... for relevant content for you to add this into personalised Powerpoint or Video Sales Presentations for prospects and customers. 

The method of Analysing your Webex or Webinar or sometimes even at live sales events is done by using specific performance software derived from the sports industry however the Key Performance Indicators are different for business but the principles of tagging presentation events and putting a score to them is the same and coaching observations are noted.  

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Sales Approach

Sales approaches tend to be sections of a presentation where the audience expects or the presenter delivers specific content. From a speech side it maybe how you open your presentation, to repositioning to aligning your solution to the problem(s) that you have addressed and on the visual side you may indicate certain content like case studies, solution overview slides... 

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Mental Attitude in Sales is a prerequiste for success but when the stakes get higher then signs of a fragile sales attitude come to the fore. The opposite can also occur but what we may not realize so much is that Buyers also show signs of stress as well in the buying process. As a Seller we should understand this and when presenting we should address these needs by showing empathy, leadership, confidence... to reassure the Buyer that they are making the right buying decision. 

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Sales Analytics

Over time CallCoach builds up profiles of good selling techniques and categories them so that we can playback segments of video that illustrate that best sales practice. Sales Analytics is the way we can find these nuggets of success and over time the Analytics parts grows larger as we uncover more examples that will change your sales playbook from a text heavy document to one that in sport is used alot which is show me the video of the great slam dunk of closing!

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Sales Presentation Methodology

To be able to measure how well you are performing we must be able to collate it against best sales practice. The Fusion Sales Presentation Methodology is what we are measuring you against. The principles of the methodology have been used and trained against for over 10 years in the sales industry and with great success however CallCoach drives Presenter(s) to strive for a multimedia performance with improved interactions between speech and visuals for better business outcomes.

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Sales Tactics are those tactics that can help a presentation fly. Whether it be your voice speed, tone, cadence, humour...  and intermixed with use of visuals, multimedia, typography, charts, photos...  

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Sales Phase Content

Sales phase content is for deals which run over many months or even years sometimes and you need to align the presentation content to which stage you are at within that sales cycle. However there are areas you need to sell  weighed up against what the Buyer is looking for. Buyers want to see visual evidence of likely success or have to be engaged in the buying process so Seller qualifying questions have to be asked of the Buyer, which are noted. 

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Sales Communications

Sellers and Buyers have personality traits that need to be understand fast to adapt our selling style to if we want to make an good impression on a certain type of Buyer. There are various pyschological selling models but to make it easy we have divided this down to 4 Seller styles and 4 Buyer styles to watch out for.   

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Stop & Start Call in Powerpoint or Online

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Generated on Topic Content

Coaching tips and content are generated for Powerpoint output. The notational software has built in content to choose from and this is created by the Sales Call Presentation Analyst and not by the Coach or Sales Manager... You can see simple video coaching tips by pressing these buttons.

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Coaching Notes

You can add Coaching Tips to the Powerpoint but the nature of the video is that it runs in sync with the webex/webinar so do not delete Powerpoint pages, hide them! You will notice that there are coaching notes but remember how much the Presenter can read and take in, don't make them too long.

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The Webex Sales Performance Analyst will be providing a score on two areas.  1. Whether the Presenter is more Speech or Visually inclined. The optimum is to be a Multi-media centric Presenter, a mix between speech & visual content and 2. The Analyst will call out Good or Poor performance and the score box will reflect this and score you against the maximimum score that you could achieve.

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Your Sales Call embedded in Powerpoint, as a Video or an interactive Webpage

The Presenter or Coach will have the choice of having your Sales Call embedded into Powerpoint which runs over all the coaching slides or have a online Video which shows the coaching tips linked to the right time in the Sales Call Presentation or as an interactive webpage. The choice is yours. 

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Coach Tips(Modifiable in PPTX)

All the elements in the Powerpoint are editable so if you do not like a particular coaching tip then you can modify it or even delete the content. 

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On Topic vBlog & Blog Hyperlinks

Each Major Topic which is highlighted has it's own Coaching Hyperlinks to content that is on the Web. These tips can be edited if you want to link to a specific topic or just use the ones that are generated for additional on topic insight.

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Coaching Voice Over(optional)

The video only version(optional) is not editable but if you have just asked  for the Powerpoint content then you could create you own Coaching video if you are good with the video creation and export output functionality of Powerpoint. The Webex Sales Performanc Analyst can create a Voice-over at an additional cost.

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Timecodes

To keep in sync - the Webex/Webinar will have timecode at the bottom left hand corner and this links to the timecode generated by the notational software that the Analyst uses to mark elements of the webex of interest.

Rather than build an online course that is forced I wanted to build something that a presenter could ‘attend’. This gives me the chance to share my experience with as many people as possible. The course is broken into sections. The key to me is that you can continue your learning.  I really wanted to build a strong sales & marketing community around the course so it’s filled with opportunities to learn.

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Why use a Sales Presentation Methodology 

•Choosing The Right Presentation Method
•Overview of CallCoach Sales Presentation Methodology - Fusion

•Analyzing & Scoring the Presentation
•Sales Understanding Basics of Presentation Tactics and Approach KPIs

•Sales Cycle Buying 
•Sales Personalities

•Sales Mental Attitude Detection 

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Performance Indicators & Performance Profiling

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Advanced Sales Rep / Business Dev. Rep / Inside Sales Rep Video Blog  / Webex Coaching

Certain Job roles have different needs for training for creating a sales presentation. Video generates 1200% more shares than text and images combined on social media platforms(Brightcove). The sales cycle time for marketing/sales to be involved in selling to prospects/customers is dramatically reducing and changing with the advent of videos, online demos, trials... Those early into the sales cycle may need to create personalised  video content to impress. We will explain how to do that.  

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•Why do we need Performance Analysis?
•What does a Sales Webex Performance Analyst Do?

•Getting the best ideas from Sports Performance Analysis
•Choosing the Right Notational Recording Method
•What Webinar and other Software that is Needed?
•Tips on Recording Webinars/Sales Calls

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Webinar Analytics

•Webinar Analytics Introduction
•Good principles of Data Management
•Data v Information
•Analytics as a Strategy for Better Performance
•Data Innovation

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Feedback Training by a Sales Coach

•A Delivery Feedback Model
•Traditional Feedback
•The Science of Feedback
•Analysing Your Coaching Skills
•Storing Your Performance Analysis

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Reuse Research Pains/Initiatives/Goals

CallCoach provide Capture Company Information and Critical Data Points and can convert this data into other formats that can be presented. For example the CIO's Video Speech into Text. When you are researching companies that you want to sell to then there are a number of tasks that Sales Teams tend to do from mapping out the account to looking for current business initatives, drivers and company goals... CallCoach take this information and make it accessible in a Data-Driven Powerpoint Presentation. You can then reuse the Powerpoint Template by feeding it new information via a connected spreadsheet that has company specific relevant data that you have found.

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Horizontal Pres. Content on the Fly

The same goes with Horizontal Information. Why have a presentation that has over 80 slides if you can have a Data-Driven Presentation that just shows the relevant Horizontal product or service that you want to sell.

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Faster to Market Content

Many companies are slow to update Sales Playbooks and Sales Presentations with the latest content. With Data-Driven Presentation this reduces down your teams time to market and can catch market trends quicker.

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Provide Advanced Powerpoint/Video Skills and Output Channels

Powerpoint is a tool that is used by all Sales Professionals around the world. It has a number of Add-In solutions that can help drive great content. It also has the ability to export and share content in many different ways. Sharepoint and other services also like to have this content for sharing. CallCoach has used many different technology and can help with areas like indexing of content... 

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Review to Revamp Presentation

If you have used the CallCoach Review Service you are already a long way down the line to understanding how to revamp your Presentation. Your Design Team and CallCoach can help with this redesign task as we take it one step further and make the presentation "Data-Driven". When you have an intelligent Powerpoint template you are more agile to personalise the presentation content to the customers industry and their specifric needs. 

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Vertical Pres. Content on the Fly

One of the reasons why most marketing campaigns do not work is that the messages sent to prospects are not personalized or they are not relevant to the vertical market that you are selling into. With Data-Driven Presentations you can have one Intelligent Powerpoint Template that can change text and pictures on the fly to make them vertical market relevant but still keep the core of the presentation intact. Great for Corporate Overviews.

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Reuse Quicker, Company Digital Assets 

Companies tend to have lots of individual digital assets that get hyperlinked to or sent out in an email or connected to others systems. Many busy sales professionals don't always have the time to learn new systems or to redesign Powerpoint with new Case Study Videos. They do however know Powerpoint well and can modify content quickly. With Data-Driven Presentations you can just add in a connected spreadsheet where the new video lives and instantly update the Presentation(s) and create Powerpoints quickly that Sales can modify. 

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Rationalized Pres. Template Design Process

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