Speaker: Mike Hoffman, Founder & CEO, PastSight
When it comes to coaching, what value do you feel Charles has brought to your organization?
Mike Hoffman: brought to your organization? Wow. I mean, Charles has brought a ton of value to CB insights when I worked with him there. I mean, not only was the sentiment from the AEs and the SDRs and CSMs so positive, but there's so much value he brings that people don't understand until you really use somebody like Charles and out of every sales trainer I've worked with in my career, nobody has been able to do what Charles can do. And it's because not only does he have an incredible understanding of discovery and that's really master the most important part of the sales cycle, but he talks the talk, he's able to go deep in the things that matter, things like the power of asking questions, understanding what a prospect is really saying by challenging them and repeating things or just a few of the example. Also, he's willing to get in the weeds, whether it's a group training or one on one training, he will pull up specific examples, pull up specific call recordings and go through those not just theoretical role plays. Um And that's the other value of his training is that it's not just best practices, people come away with specific things, they can do better on calls relative to their company, but then also on even a specific deal, he's, he loves the challenge. People will come to him with what should I do on this deal? He always coach you through it, that will help you with that deal and also make you stronger in the long run.
What do you feel is different about Charles' style of coaching, or skill set?'
Mike Hoffman: set so much? I mean, he really gets in the weeds with you and goes over specific examples. It is never high level theoretical training. It is we're gonna jump into this call and learn from it. And then the way he coaches is very unique and that he finds, he let you find your own answers and they're not the answers that he's looking for. It's not like you should just say this, I'll ask you, why do you ask that? What, what, what were you looking to get out of that? What were you hoping the prospect would respond with? Um, what should you have asked and leads you to getting the answers? Not in his own agenda, but really in a way where you can master your own style within a successful discovery call or sales cycle. So it's, it's amazing how much he enables you to teach yourself while it's still being very tactical in a way that I've never seen before.
Why might you recommend Charles as a Discovery Coach for other sales organizations?
Mike Hoffman: Because it's a home run. I have no doubt in my mind anybody I recommend Charles too, he's gonna deliver for not only does he take so much pride in his work? But a lot of people take pride in their work but his ability to get in the weeds and get sales reps to not only try, trust him but improve is second to know if you bring Charles into your sales organization, he is going to use specific calls, specific examples to get your team better and it's gonna be a home run for the sales organization. I mean, there's no buddy I would recommend I would recommend more than Charles as, as to bring on as a trainer to repeat that last part. There is nobody. I would recommend more than Charles to bring on as a trainer because he specializes in a specific part of the sales cycle that's most important and he will deliver because it will be very specific to your sales organization.
