September - November 2021:
Looking to create, revamp or boost your sales strategy? Want to learn more about sales for your own professional development? We're here to help!
This 12-week program is designed to get you up to speed on all things sales.
Program Start: September 21, 2021 | Program End: December 2021
1-hour virtual sessions every Tuesday and Wednesday at 12pm CET.
FREE
The full program is available to all WeWork members - This includes access to the Sales Academy networking groups, mentoring, special discounts, and session recordings that will be available on the WeWork Labs Member Portal.
Individual sessions open to the public based on availability.
Sr Manager Customer Success, Slack
& CEO, Customer Success Network (UK)
Founder
WEALO (France)
Business Development Manager,
Front (France)
Co-Founder & CEO, Scalezia.Co
(France)
Sr Business Dev.Manager & Go-To-Market Partnerships, HubSpot For Startups (Germany)
Head of Go-To-Market Growth France & Southern Europe, HubSpot For Startups (France)
Head of Operations
Customer Success Network (UK)
Sales Expert, Qonto (France)
Head of Accounts, EMEA, WeWork
(France)
Founder & CEO, Curio5ity (France/UK)
Business developper, Qonto (France)
SEPT 23, 12PM CET- UNDERSTANDING YOUR CUSTOMER PROFILE
with Kaythlin Das, Senior Business Development Manager & Team Lead Go-To-Market Partnerships, HubSpot for Startups (Germany)
Who is my target customer? Why should they want my product/service? What do they truly need?
Understanding your customer is the first step in building your sales plan and positioning your product and service in the right way. Knowing your customer, why they would buy from you, and what their needs are will put you in a position to create influence, will shorten your sales cycle, and will ultimately allow you to create a successful sales strategy for your products and services.
We’ll walk through how to create your buyer personas and then we’ll dive into the questions you need to ask to create a complete persona profile and understand how their needs align with your offering.
This session is powered by HubSpot for Startups
SEPT 28, 12PM CET- SUCCESSFUL PROSPECTING IN THE DIGITAL AGE
with Anna Gordon,Go-To-Market Partnerships Manager, HubSpot For Startups (UKI)
The key to effective B2B sales is to break the status quo of prospects. Many sales teams focus on perfecting their pitch, their product value prop, and their toolset to confront competitive sales deals - but the most effective ones remove themselves from the equation and focus their entire attention on “which problem do they solve for whom”, therefore challenging their prospect to move from their status quo into a new solution/provider.
This workshop will cover: the sales process, elements of an effective prospecting process, how to be effective in sale #1: “Why change, Why now?”, and building a Smarketing SLA.
This session is powered by HubSpot for Startups.
SEPT 30, 12PM CET- LEVERAGING LINKEDIN TO FIND PROSPECTS
Oscar Collins,Co-Founder & CEO, Zaplify (Sweden)
Many of us know the power of LinkedIn (over 620 million people on the platform) as a job site, and many of us realize it is a valuable lead gen/prospecting tool. BUT... how can you leverage the platform to be more efficient? How can you leverage it and your own brand to engage and create more meaningful and impactful conversations? How do you add it and tack it?
OCT 5, 12PM CET- BUILDING PARTNERSHIPS TO FIND PROSPECTS
Siham Laux, Partnerships Manager, Germinal (France)
To give you a definition, partnership is partnering with another company. The idea is to carry out marketing actions by combining efforts and pooling resources. In addition, associating with a partner allows you to: reach more audience, gain notoriety, generate growth, improve profitability, strengthen your own brand image etc. For it to work, you need a good methodology. In this workshop, Siham will explain the best practices to put in place to succeed in your partnerships.
OCT 7, 12PM CET- MASTERING RELATIONSHIP BUILDING
With James Abraham, CEO, Sandler Training (Israel)
Building and maintaining a sustainable relationship with prospects and clients is the key function of one’s ability to connect on relevant matters, communicate clearly and interact in a mutually agreed-to manner. Bonding and rapport are based on mutual liking, trust, and a sense that each party understands and shares the other’s concerns and it is the salesperson’s responsibility to create a comfortable environment that will facilitate communication and help build mutual trust and respect.
In this session James will dive into and uncover the science and psychology of developing excellent rapport with prospects and clients as an integral part of the selling process.
OCT 12, 12PM CET- SUCCEEDING AT COLD EMAILS
With Guillaume Moubeche, Founder & CEO, Lemlist (France)
In 3.5 years, Lemlist went from $0 to $8M ARR using cold email. They tested tons of things to develop the best cold email strategy for growing their revenue. In this session, his founder Guillaume Moubeche will share their secret way of doing cold email and how you can boost your outreach efforts and get great results.
Benoît Dubos, Co-Founder & CEO, Scalezia.co (France)
Cold Calling is (almost) every Sales' torment. But not for long. With the right approach, even the shyest person can transform into a Cold Calling machine. All it takes is a method, a plan & a (lot of) training. In this Scalezia.co Cofounder & CEO Benoît Dubos will walk you through their best practices, methodologies & frameworks for you to turn into a Cold Calling machine.
OCT 19, 12PM CET- HOW TO GAIN CUSTOMERS WITHOUT SELLING
With Nelson Mejia, Founder & CEO, weSpark (Germany)
Gaining new customers is usually a really resource-intensive task. This webinar will teach you how to combine inbound sales, social selling and thought leadership, while tunning your marketing budget to zero and getting rid of any RPA/automatic LinkedIn messages, aggressive sales funnels, cold calls, email newsletters and any other “annoying” way to remind your potential customers that your company exists.
Benoît Dubos, Co-Founder & CEO, Scalezia.co (France)
The Discovery call can make or break your Sales. That very moment when you have a hand to blossom your lead into a successful deal. All you need is to ask the right questions, at the right moment. But "simple" doesn't mean easy. In this session, Scalezia.co Cofounder & CEO Benoît Dubos will walk you through their best practices, methodologies & frameworks for you to rock your next discovery calls.
OCT 26, 12PM CET- CREATING A CONVINCING PITCH FRAMEWORK
with Amaury Navette, Sales Expert, and Imane Filali, Business developper, Qonto (France)
In the world of Sales, a good pitch is crucial. But a persuasive sales pitch is much more than just a nice smile and some smooth talking; it requires preparation and effort.
In this workshop, sales expert Amaury Navette and business developer Imane Filali share the tips and best practice they’ve picked up during their time at Qonto.
OCT 28, 12PM CET- THE ART OF DEMOING
with Oana Manea, Business Development Manager, Front (France)
With Eli Harb, Head of Go-To-Market Growth France & Southern Europe, HubSpot for Startups (France)
"Corporates and enterprises are in their own league. They can be tough sells but understanding the differences between pitching an enterprise client and a smaller company is crucial to nailing the sale and moving your startup to the next level. This workshop will teach you everything you need to know to win enterprises.
This session is powered by HubSpot for Startups
NOV 4, 12PM CET - WHY SALES PEOPLE FAIL AT HANDLING & OVERCOMING OBJECTIONS
With James Abraham, CEO, Sandler Training (Israel)
What are the most common stalls and objections your prospects and buyers throw at you? Is it “price”, “time”, or “call me in a month”..?
Traditional sales calls for thoroughly researching the prospect’s situation, meticulously preparing a proposal, and delivering a polished and professional presentation. But many salespeople find that they leave with nothing more than the prospect’s promise to “think it over” or, worse yet, they discover the prospect used the proposal as a bargaining chip with competitors.
The sales process you were taught years ago is broken... come see why and learn what you can do differently.
NOV 9, 12PM cet - NEGOTIATION MASTERCLASS
Who, what, where, when… So many questions and technics exist when we are talking about negotiation and at the same time so many frustrations. In this class, you will learn how to negotiate and create satisfaction in both sides - leads and yourself as a sales. Theory, examples and best-in-class tips, we will cover everything you need to master negotiation and close deals!
NOV 10, 12PM CET - LEVERAGING AUTOMATION TO CLOSE LEADS
with Anna Gordon,Go-To-Market Partnerships Manager, HubSpot For Startups (UKI)
In this workshop, you will learn how to leverage automation to scale your sales process, score more conversions, and ultimately close more deals. This workshop is best for startups who want to tap into the power of automation and learn about tools within HubSpot for digital transformation to scale up their sales and marketing process so they can run a lean team.
This workshop will cover: how to grow your business using inbound methodology, what is Sales/Marketing Automation, saving your sales team time, trigger events and capitalizing on 'hot leads' and learn how to create an automation flow.
This session is powered by HubSpot for Startups
NOV 16, 12PM CET - HOW TO BUILD, STRUCTURE AND ORGANIZE CONTRACTS THAT SCALE
Alexander Irschenberger, Director of Sales, Contractbook (Denmark)
Everybody hates working with contracts - and for good reason. They are typically structured to be complex and unclear to everyday business people. And worst of all: they are often built to be static - not complementing the modern SaaS business. You could say "by lawyers for lawyers". Not anymore. Build your contracts to facilitate today's access to automation and create faster and more sustainable growth.
In this session, we are going to cover best practices to unlock modern commercial contracting by using tech and not lawyers.
NOV 18, 12PM CET - HOW TO DELIVER VALUE AND DE FACTO GROWTH THROUGHOUT THE CUSTOMER JOURNEY
Violaine Yziquel, Sr Manager Customer Success, Slack & CEO, Customer Success Network (UK)
and
Alix Fenoll-Wattinne, Head of Operations, Customer Success Network(UK)
"Great, I have signed a new customer, but what's next for them?" is a frequent question raised after a deal has closed - and for a good reason. Customers are likely to spend 140% more after a positive experience than customers who report negative experiences!
And that is where Customer Success comes in: from pre-sales to onboarding, to adoption and renewal, Customer Success teams will relentlessly focus on fastening the time to first value, so that customers' pains are solved in a timely manner and so that their lifetime value increases along the way.
Join this session to learn more about the key factors to value realization, including a critical account teaming motion as well as a strong challenger mindset.
NOV 25, 12PM CET - UPSELLING & CROSS-SELLING
Leila Zreik, Head of Accounts, EMEA, WeWork (France)
How do you maximize revenue from your existing client base? Cross-selling and up-selling are key levers to generate consistent and scalable revenue in an efficient way. In this session we will explore how to build a book of business (or client portfolio) strategy, create an account-based selling organisation, and continuously demonstrate value to a customer base that keeps coming back.
NOV 30, 12PM CET - HOW TO BUILD A SCALABLE SALES TEAM FROM INCEPTION
Eric Didier, CEO & Co-Founder, Comet (France)
Sales should be considered as a science, even if it's not always an exact one. Sales operating frameworks are today very well documented and easily accessible, but rarely properly applied. Choosing the wrong framework, or worse, no framework at all is always a recipe for failure. We will discuss the 3 prominent sales models, and their implementation from day 1.
DEC 2, 12PM CET - SET YOUR SALES PLAN USING OKRS
With Niklas Olsson, COO, Questback (Sweden)
Working with sales, you know the importance of tracking your progress with clear goals and targets. The OKR goal setting framework can help sales teams align around strategic sales goals as well as on organisational goals on top of this.
In this session, Niklas will give a brief introduction to efficient goal setting and the basics of structuring your goals as OKRs. We will then look at how OKRs can be crafted to boost alignment as well as results for a sales team.
dec 14, 12PM CET - WHERE & HOW TO RECRUIT THE RIGHT SALES PEOPLE
Elise Moron, Founder, WEALO (France)
Sales are one of the most difficult people to recruit. Why? Because they know exactly what to say to get the job.
They are experts at convincing people. How to avoid being misled by a really good talker ? How to make a distinction between good presentation and high performance ? What cognitive biases are jumping in during an interview?
How to avoid them through structured interviews?
We’re gonna deep dive into how to attract, qualify and convert sales people. You’ll get key takeaways to find the needle in the haystack!
Hervé Humbert - Founder & CEO, Curio5ity (France/UK)
One of the most important questions that economists ask is: “compared to what?”. This should also be a mantra for salespeople. Whilst people buy emotionally and rationalise afterwards, it's important to not let the value conversation slip and be controlled by the buyer when it comes to "the money talk". This session is a mix of key principles and practical frameworks to help you quantify the value you are selling.
DEC 17, 16:30PM : CUSTOMER RETENTION: BUILDING TRUST & LOYALTY TO REDUCE CHURN
with Preston Junger, Vice President @ 7shifts & Co-Founder at Mile Square Labs
This program is exclusive to WeWork members. If you wish to participate in the full program, you need to be a WeWork Member throughout the duration of the program. If you would like to access session recordings & mentoring, you need to join the WeWork Labs program. WeWork Labs is open for free to all WeWork member companies (excluding WeWork On Demand). Interested in learning more or signing up? Click here: www.wework.com/labs
Individual learning sessions are open to the public to join if the attendance limits allow. If you are interested in a session we encourage you to register for it as soon as you can.
All WeWork Labs programming is open to our WeWork Labs community from around the globe and will therefore be delivered virtually via Zoom.
WeWork Labs Leadership Academy is a three-month program. Your time commitment will be about 2-3 hours per week and consist of:
- attending the speaker sessions as outlined in the curriculum (2 hours per week)
- joining our Sales Academy networking group (30 minutes right after the last session of every module) to network & learn together
- working with program content, exercises and resources in your spare time (at your own discretion)
- booking time with WeWork Labs mentors (at your own discretion)
We encourage you to book time with our WeWork Labs mentors at your discretion through the WeWork Labs Member Portal in order to get individual support with your own sales challenges. To access the mentoring component, you need to be a WeWork Labs member: it's free to all WeWork members excluding WeWork On Demand. Join us here: www.wework.com/labs
WeWork Labs is WeWork’s global digital platform connecting and supporting early-stage startups and small businesses. We foster meaningful connections between founders and the educational, mentorship and financial resources needed to drive their businesses forward. Through programs like Leadership Academy, Ready to Raise, and E-Commerce Bootcamp, WeWork Labs aims to inspire WeWork’s global community of entrepreneurs to experiment, collaborate and grow together, no matter where they are. WeWork Labs is free to all WeWork members excluding WeWork On Demand. Join us here: www.wework.com/labs
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