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Jeff is the VP of Marketing at Highspot and an 18 year veteran of sales enablement activities through roles in both marketing and sales. Jeff's current mission is to elevate the role of the Sales Enablement to a critical business function charged with driving radical improvement in sales effectiveness.

Jeff Day

Jeff Day outlines four steps to taking sales enablement —informed customer-facing content, operational support, and training—to the next level.

4 Steps to Turning Sales Enablement Into Revenue

Better Sales Training with "In-Context" Reinforcement

Once-a-quarter training isn’t enough to keep sales reps on top of their game. People remember training when it is reinforced regularly and in context of where it should be applied. Sales reps are more likely to review and adopt training and content that’s bite-sized and relevant for the current selling moment. Aberdeen Group studies have shown that sales teams that follow this practice have an 85 percent quota attainment—three times more than those that don’t.
With modern sales enablement methodologies, you can arm your reps with in-context and just-in-time training, content, and best practices they need to better engage prospects and close more deals, faster. Join us in this webcast to learn:

how to apply in-context sales enablement for guided selling, playbooks, customer-facing content, and training
a specific framework for mapping content to the context of sales
what customer engagement intel is most effective in increasing deal-velocity solutions to support in-context and real-time engagement efforts
the business benefits of alignment of content and training to the sales process.


How Modern Sales Enablement Increases Sales Effectiveness

Jeff has coached negotiation teams within organizations and has delivered high impact presentations from forty-five minutes to three days in length. His audience size has ranged from five executives around a boardroom table to one thousand people in an auditorium. In addition to his role as an educator and an entertainer, Jeff has also played a significant role in selling and designing negotiation training programs for SNI.Jeff has delivered customized programs for clients across many diverse sectors: Financial Services (Barclays, PricewaterhouseCoopers, J.P.Morgan Chase); Pharmaceutical (Novo Nordisk, Sanofi-aventis, Bristol Myers Squibb); Insurance (GeneralReinsurance, Nationwide); Telecommunications (Verizon, Comcast); Medical Devices (Toshiba Medical Systems, Siemens Medical); Sports (Chicago Bears, Baltimore Ravens, Madison Square Garden); Media (ESPN, Hearst Corporation) and a host of others. Jeff also works closely with the Anthony Robbins Platinum Partnership, an exclusive membership-only group personally coached by Tony Robbins. Jeff Cochran is a master facilitator and partner of Shapiro Negotiations Institute.

Jeff Cochran

J. Jeff Kober is CEO of World Class Benchmarking and for over 35 years has focused on performance improvement for scores of organizations in the private, public, and nonprofit arenas. He is the co-author of Lead With Your Customer, and is a former leader of The Disney Institute. In the public sector, Jeff began his career creating aircrew training for the U.S. Air Force in the early days of flight simulation and computer-based training. In recent years Jeff has been focused on leadership and management transformation for federal agencies like the U.S. Dept. of Education and the National Geo-Spatial Intelligence Agency. Likewise, he designed strategic initiatives and facilitated change management programming for state and municipal groups such as the City of New York, the state of Iowa, and Manitoba Provincial Government. His customer service work with the City of Sammamish in Washington led the city to being rated as the friendliest city in America by Forbes Magazine.

J. Jeff Kober

 For any career, learning the basics of success is analogous to an infant discovering the world—a newborn facing the challenge of making sense of sights and sounds. Slow but Sure Most of what babies hear is gibberish until they can incorporate what they hear into the structure of language. Until babies slowly begin to form words, what they utter is nonsense to others. Words such as "mama" (single syllables repeated) are babies’ first words. Later, babies tries more complex polysyllabic words.Babies eat strained peaches, pears, plums, and other mush. As they develop teeth, babies can eat more solid and complex foods. Babies play with simple toys (often brightly colored, washable, child-safe, and durable) that they can hit, bang, or simply touch.In essence, babies steadily draw on basic skills. They start walking by first leaning on the side of a couch or whatever else is available. In time, babies take a step, and finally walk across the living room without help. Even then, babies fall many times, but they get up and usually begin again optimistically.  Follow the BasicsSimilarly, tackling new information, integrating technology into your work routine, or assimilating other change is smoother when you employ basics. So, what are the basics of any career? Follow directions.Take one step at a time.Assess where you are every couple of steps.Determine that you're on the right path.Measure your progress.Practice.Develop a new routine. Specifically in the field of talent development, the basics follow The ATD Competency Model, which defines the knowledge and skills needed for success “across the entire training and development industry.” In all, there are 10 components to the model. In no particular order, they include: change managementperformance improvementinstructional designtraining deliverylearning technologiesevaluation evaluating learning impactmanaging learning programsintegrated talent managementknowledge managementcoaching.A Grand QuestIt behooves each of us, every day, to become a little better in a least one of the components. In doing so, as time passes, we could awake one fine morning to realize that our overall level of competency has risen to the point where we are among the best of industry professionals.Please share your L&D "fundamentals" in the Comments below.

Fundamentals Count

In my last blog, I discussed how getting enough sleep affects how you manage your workday. Basically, if you awaken by alarm clock, you probably didn’t get enough sleep. It’s better to find the time when you can retire and easily wake up on your own the next morning without the aid of an alarm.Here’s how it works: If you need eight hours of sleep to function properly, then you’ll have to retire by 10:00 p.m. the night before to get up at 6:00 a.m. in the morning. However, many of us go to bed at 11:30 and still get up by alarm, thinking we can slug through the day—and in the short term, we can. In the long term, though, the lack of sleep will catch up to us.Some strategies people employ to ease their sleepy mornings is to lay out their clothes the night before (like our mothers did for us when we were children). Others make sure to have nutritious food ready. You know too well that eating junk at home or eating anything on the run is not going to give you the fuel you need to accomplish tasks at work. You’ll run out of gas too soon, and then look for quick and easy stimulants. Can someone say caffeine? This is no way to work, no way to treat your body, and no way to pass through your life’s journey. Enter the power nap.The Effect of NappingNaps are a good subsidy to normal sleep patterns. In general, they increase your alertness for the rest of the day. But naps are not a good substitute for regularly getting the right amount of sleep. It’s best not to use naps to catch up on sleep if you short-change yourself nightly. Also, if and how you nap can affect your sleeping and waking routines. The best nap time is between 2:00 p.m. and 3:00 p.m. Any later in the day and your nap may be too deep, interfering with your nightly sleep. Some people nap easily; others can't seem to nap at all. You already know into which camp you fall.Also, your quality of sleep will be much higher and the immediate benefits more apparent if you nap in a bed or cot as opposed to a chair. Although everyone feels a little groggy for a few minutes after a nap, this gradually subsides.Surprisingly, short naps are more productive than long naps. A short nap will leave you refreshed; a long nap may interfere with your sleep that evening. Naps of 20 minutes or less usually help avoid REM sleep, a stage where you're likely to wake up groggy and stay that way.To derive the most from your nap time, safeguard the nap area before you nod off by making sure that your phone, computer, and other gadgets will not disturb you. Post a "Do Not Disturb" sign if you think it will help.Adjust and WinBottom line: Getting enough sleep is the key to having enough energy to successfully get through your workday. You might need to readjust your sleeping habits to get the most from those treasured ZZZZZs.

How Power Naps Can Energize Your Workday

Summary
Every day, you are confronted with changes in some aspect of your work. Effectively managing these changes and actually exceeding expectations of your customer experience, employee engagement, and business results are critical in today’s fast-paced, hyper-competitive marketplace.
Revealing the best practices of world-class organizations, you will discover the most relevant behind-the-scenes ideas in continuous improvement, allowing you to finally turn your workplace into an agile, innovative powerhouse that adapts quickly and correctly – earning a reputation for whatever matters most to those you serve to “future-proof” your workplace.
Join us for this upcoming, 60-minute webinar as former Disney leaders Jeff Kober and Mark David Jones, will train you on how to apply these principles to your business, including:

The foundational Chain Reaction of Excellence model and how it is used by legendary companies for superior long-term success
How to use the multi-faceted Six P’s tool to consistently exceed expectations
How to engage your team to create “Agile Innovation”
Low/no cost tools you can implement relevant improvements immediately
Real life case scenarios & examples of how it works in the public, private and non-profit sectors.

Program Benefits
Equip your team with proven "insider information" that will help your organization apply innovation principles to improve your customer experience, your employee engagement, and your overall business results.
Program Highlights
The Behind-The-Scenes Secrets of some of the best growing organizationn

The Chain Reaction of Excellence
Why innovation and agility are vital to your future
What is “Imagineering” and what can it mean to your business?

Focusing on the Customer Experience

Core non-negotiables - what you need to know & what you are missing
Creating a WOW experience for your customers – and your employees
Techniques & strategies to deliver the "perfect" customer experience

How To Be Innovatively Agile

Pushing continuous improvement to the front line
Simple strategies that leapfrog you to the top – and keep you there
Making “Agile Innovation” a part of your everyday culture


Leading With Your Customer: Future-Proofing Your Workplace

What if you could carve out tiny bits of time and space here and there, so that by the close of the day you didn’t feel utterly frazzled?

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