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 create content that resonates with your audience? Start a podcast, interview your ideal clients and let them choose the topic of the interview, because if your ideal clients care about the topic, there's a good chance the rest of your audience will care about it too. Learn more at sweet fish Mediacom. You're listening to the BE TOB growth show, podcast dedicated to helping be to be executives achieve explosive 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 a Lego uch and how you doing today? Very well. Thank you. I'm excited to chat with you today. You say we're going to be talking about sales and marketing alignment today. This is...

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

...and marketing alignment. Are First one to have you elaborate on the problem that you see with a with alignment currently between those two organizations, between sales and marketing. Can you elaborate on on the problem that you guys sought to solve with the product that you guys brought to market. Sure. Well, one of the most critical responsibility for a marketer is is their ability to share the knowledge about the company's offering or product positioning on messaging to the rest of the company, to the cells team and and 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 team in usually what we call one got training process, where they get the team together, lock them up in a conference...

...room and pump them with thousands of powerpoint and somehow miraculously hoping to retain all the information you know across the the entire time that they've been trained. Typically, the research have shown that only ten to fifteen percent of what's trained is retain after just thirty days. And even if one remember those content they tend to be outdated when you do these wine shot training because they're not frequently enough. So the result is we see a lot of inconsistency among the sales team and service organization in them messaging of their value. People tend to reb back very old messaging and use very old decks, which really frustrate marketers. It's been all these energy on the brand new messaging brand new set of a proposition, but see the whole sales team rever back and most of the salespeople don't know what what even what good look like or what's a better way to articulate their value. So all those have resulted in a lot of inefficiency and loss opportunities. Okay. So so I want to spend the rest of this conversation each and talking about the solution to that 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 us a 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 that just mentions broken is because we are not really leveraging the sign and it's behind how brains actually learn information and we know from previous research that first of all, to learn anything, it's better off to learn them learn the contents through short bursts of learning over a period of time. That increases the retention and reinforcement tool that a lego provide help you retain that knowledge better through what we call flash trails. These are think about as flash cards that help people remember facts or and we spend that over a period of multiple days to help help 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 the knowledge, 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 in efficiency and effectiveness of sales forces. So reinforcements key here. In the second tool you mentioned each and was just in time learning. How does this tool compare to the reinforcement learning tool that you just touched on? Yeah, it's very interesting. We know this intuitively from a personal experience in that you know a lot of times people, people don't want to learn up to the minute that they need that information. So, for example, I'm sure all of us have the personal experience off you need to fix a washing machine, or can't you tire? You know, you may not know exactly what to do. So what do people do? They...

...go to Youtube, they search for the video and then they learn just in time at the point that they need information. And we see the same need in enterprise that a big chunk of corporate knowledge is better off taught in disgusting time manner. So companies should be able to put in place a platform so that when they are seales force all service books are interested in the piece of knowledge, they should be able to go to a system and search for that knowledge or have that knowledge serve up to them by the system through artificial intelligence, so that they can learn that information at the point that they need and not before, not actor. So combination 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 knowledge at the time they didn't need to get the really help solve the problem that mentioned earlier. You should fur there any stories that you can share where you know companies have implemented this in any stories...

...where you can share the results that have happened because of the implementation? Yeah, we have, for we're very fortunate to have a very successful customers in general. They they are able to adopt ou solution and expand the number user on top of our platform and and you know, some of the most I mean they're sensitive in terms of sharing their name, but I can tell you many about customers use our solution to shorten onboarding time. We're able to measure and able to show that we can cut the progress to on boards a sales force by fifty percent and, as you 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 you if you get ten different sales people in the room and ask some five toughest question 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, you know, systematically make sure everybody's is is a message, everybody is talking about the same set of value and be able to have that consistency across the entire organization. Those are just two example use cases. We have organizations cross pharmaceutical companies and medical device companies that use all product to certify. They have professionals to make sure that what they say are compliant to what's labeled and what they're allowed to sell and at the same time able to clearly articulate the value of the product it itself. Each Other. This is this has been this has been great. If there's somebody listening to this they want to learn more about a Lego or they want to stay connected with you, what's the best way for them to go about doing both of those things? Sure our website is www 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 content a form fact that we use this video...

...show video it turns out of some great form fact that for learning. Or you can send me an email. My emails and Hylle at a legocom the each other. Again, thank you so much for your time today. This has been fantastic, so I really appreciate it. By pleasure. Thank you. There are lots of ways to build a 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 our listeners and without engagement it's tough to build a great community. So here's what we've decided to do. We're organizing small dinners across the country with our listeners and guests. No sales pitches, no agenda, just great conversations with likeminded people. Will Talk Business, we'll talk family, will talk goals and dreams. Will build friendships. So if you'd like to be a part of a BOB growth dinner in a city near...

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

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