638: 2 Tools That Will Help Drive Sales and Marketing Alignment w/ Yuchun Lee

ABOUT THIS EPISODE

In this episode we talk to Yuchun Lee, CEO at Allego.

LinkedIn: https://www.linkedin.com/in/yuchun-lee-9298915b/

Looking for a guaranteed way to createcontent that resonates with your audience? Start a podcast, interview your ideal clientsand let them choose the topic of the interview, because if your ideal clientscare about the topic, there's a good chance the rest of your audience willcare about it too. Learn more at sweet fish Mediacom. You're listening tothe BE TOB growth show, podcast dedicated to helping be to be executives achieveexplosive growth. What you're looking for techniques and strategies or tools and resources?You've come to the right place. I'm Jonathan Green and I'm James Carberry.Let's get into the show. Welcome back to the B tob growth show.We are here today with you, Chun Lee. He's the CEO of aLego uch and how you doing today? Very well. Thank you. I'mexcited to chat with you today. You say we're going to be talking aboutsales and marketing alignment today. This is...

...a topic that I'm very passionate aboutand I know you are as well. We're going to be talking about twospecific tools that will actually help drive that alignment, but before we dive intothat, I'd love for you to just give a little bit of context toour listeners about a Lego and what you and your team are up to upthere? Sure. Yeah, we are a company located up in Needham,Massachusetts, a suburb of Boston. We're in the business of helping be tobcompanies to better train their cells force, better trained up professionals so they arebetter aligned in the way they've delivered the message and launch product and really buildenough confidence for the for the team to go articulate their value. We've beenaround since two thousand and thirteen, growing very, very rapidly. Just recentlywe'll ranked number five fastest growing software company on in five hundred and obviously we'revery passionate about this, this area that we are addressing and we see areal need in the market. So you can is we're talking offline, talkingabout these tools that can help drive sales...

...and marketing alignment. Are First oneto have you elaborate on the problem that you see with a with alignment currentlybetween those two organizations, between sales and marketing. Can you elaborate on onthe problem that you guys sought to solve with the product that you guys broughtto market. Sure. Well, one of the most critical responsibility for amarketer is is their ability to share the knowledge about the company's offering or productpositioning on messaging to the rest of the company, to the cells team andand the entire enterprise. We've seen a lot of things broken in this process, and specifically most organization of collect knowledge about product launches and train their teamin usually what we call one got training process, where they get the teamtogether, lock them up in a conference...

...room and pump them with thousands ofpowerpoint and somehow miraculously hoping to retain all the information you know across the theentire time that they've been trained. Typically, the research have shown that only tento fifteen percent of what's trained is retain after just thirty days. Andeven if one remember those content they tend to be outdated when you do thesewine shot training because they're not frequently enough. So the result is we see alot of inconsistency among the sales team and service organization in them messaging oftheir value. People tend to reb back very old messaging and use very olddecks, which really frustrate marketers. It's been all these energy on the brandnew messaging brand new set of a proposition, but see the whole sales team reverback and most of the salespeople don't know what what even what good looklike or what's a better way to articulate their value. So all those haveresulted in a lot of inefficiency and loss opportunities. Okay. So so Iwant to spend the rest of this conversation each and talking about the solution tothat problem. There's two different tools that...

...we're going to be talking about.The first one is is the reinforcement learning tool. Can you talk to usa bit about this tool and how it's solves for that gap in sales marketing? Sure, I think. In general, we think the reason this process thatjust mentions broken is because we are not really leveraging the sign and it'sbehind how brains actually learn information and we know from previous research that first ofall, to learn anything, it's better off to learn them learn the contentsthrough short bursts of learning over a period of time. That increases the retentionand reinforcement tool that a lego provide help you retain that knowledge better through whatwe call flash trails. These are think about as flash cards that help peopleremember facts or and we spend that over a period of multiple days to helphelp people retain that knowledge, short quizzes...

...on the fact that they've learned.Have tools that systematically certify sales forces and professional to make sure they retained theknowledge, and also tools that help them practice. These are all together,we call them reinforcements, that help people retain that knowledge without that again,train but not retain, is really the culpritive why there's so much problem inefficiency and effectiveness of sales forces. So reinforcements key here. In the secondtool you mentioned each and was just in time learning. How does this toolcompare to the reinforcement learning tool that you just touched on? Yeah, it'svery interesting. We know this intuitively from a personal experience in that you knowa lot of times people, people don't want to learn up to the minutethat they need that information. So, for example, I'm sure all ofus have the personal experience off you need to fix a washing machine, orcan't you tire? You know, you may not know exactly what to do. So what do people do? They...

...go to Youtube, they search forthe video and then they learn just in time at the point that they needinformation. And we see the same need in enterprise that a big chunk ofcorporate knowledge is better off taught in disgusting time manner. So companies should beable to put in place a platform so that when they are seales force allservice books are interested in the piece of knowledge, they should be able togo to a system and search for that knowledge or have that knowledge serve upto them by the system through artificial intelligence, so that they can learn that informationat the point that they need and not before, not actor. Socombination of reinforcement learning to retain things that that foundationally the team need to know, with just in time learning capability, where the professionals learning that that knowledgeat the time they didn't need to get the really help solve the problem thatmentioned earlier. You should fur there any stories that you can share where youknow companies have implemented this in any stories...

...where you can share the results thathave happened because of the implementation? Yeah, we have, for we're very fortunateto have a very successful customers in general. They they are able toadopt ou solution and expand the number user on top of our platform and andyou know, some of the most I mean they're sensitive in terms of sharingtheir name, but I can tell you many about customers use our solution toshorten onboarding time. We're able to measure and able to show that we cancut the progress to on boards a sales force by fifty percent and, asyou know, if the salesports can hambow faster, they can become productive faster. That's one and the second, and this we see all the time,that we can go into organization and very quickly surface the fact that if youif you get ten different sales people in the room and ask some five toughestquestion that they need to answer, they will give you ten different answers.So we're able to show that using a...

...product, we able to, youknow, systematically make sure everybody's is is a message, everybody is talking aboutthe same set of value and be able to have that consistency across the entireorganization. Those are just two example use cases. We have organizations cross pharmaceuticalcompanies and medical device companies that use all product to certify. They have professionalsto make sure that what they say are compliant to what's labeled and what they'reallowed to sell and at the same time able to clearly articulate the value ofthe product it itself. Each Other. This is this has been this hasbeen great. If there's somebody listening to this they want to learn more abouta Lego or they want to stay connected with you, what's the best wayfor them to go about doing both of those things? Sure our website iswww dot legocom all egocom. A LEGOS is a Latin root war for allegory, which is a short story. You'll find that one of the key contenta form fact that we use this video...

...show video it turns out of somegreat form fact that for learning. Or you can send me an email.My emails and Hylle at a legocom the each other. Again, thank youso much for your time today. This has been fantastic, so I reallyappreciate it. By pleasure. Thank you. There are lots of ways to builda community and we've chosen to build the bed growth community through this podcast. But because of the way podcasts work, it's really hard to engage with ourlisteners and without engagement it's tough to build a great community. So here'swhat we've decided to do. We're organizing small dinners across the country with ourlisteners and guests. No sales pitches, no agenda, just great conversations withlikeminded people. Will Talk Business, we'll talk family, will talk goals anddreams. Will build friendships. So if you'd like to be a part ofa BOB growth dinner in a city near...

...you, go to be to begrowth dinnerscom. That's be toob growth dinnerscom. Thank you so much for listening.Until next time.

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