The Influential Communicator

[EP.90] How Oracle NetSuite Organised a Hybrid Sales Kickoff that Boosts Sales Performance with Lisa Bono

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How Oracle NetSuite Organized a Hybrid Sales Kickoff that Boosts Sales Performance with Lisa Bono;

Ever been to a sales kickoff that felt more like a lullaby than an energy boost?

Let's face it, a real sales kickoff is meant to do three things:

Motivate...

Inspire...

Educate...

This year, Oracle NetSuite turned up the heat with a thrilling theme that was right up my street: the magic of storytelling. 

And with their one and only Lisa Bono, we're diving into exactly what it takes to organize a world class sales kickoff.

Without further wait, let’s get it!


WHAT WE DISCUSS:
  • [1:17] - Who is Lisa Bono?
  • [9:49] - What actually is a sales kickoff (SKO)?
  • [10:45] - Why NetSuite chose storytelling as their SKO theme
  • [14:21] - The power of customer stories
  • [15:43] - Unlocking the power of “storyselling”
  • [19:16] - High level steps to organize a hybrid sales kickoff
  • [26:16] - Lisa’s secret weapon to reinforce all learnings
  • [31:09] - The KPIs which storyselling will have the most impact
  • [33:43] - Trying to organize an SKO that pleases the masses
  • [40:31] - One costly mistake Lisa and her team made in the runup to their SKO
  • [43:18] - An influential communicator Lisa looks up to today


    • LISA’S HIGH LEVEL STEPS TO ORGANIZE A HYBRID SALES KICKOFF:
    • What theme are we trying to hit on and what message are we trying to deliver?
    • How can we create learnings which are congruent with our theme?
    • How can we ensure the learnings are applicable across departments?
    • How can we reinforce the learnings for real behavioral change?
    • Are we logistically setup for a hybrid experience?
    • Are we acknowledging the emotional state of our audience and the current market?


      • NOTABLE QUOTES:
      • [10:00] - “ A sales kickoff is an event meant to bring (potentially) all employees together to do three things: motivate, inspire, and educate.” - Lisa Bono
      • [16:41] - “As a seller, you really want to be succinct and concise with your words, and I think that's the hardest thing to teach about storytelling.” - Lisa Bono
      • [37:23] - “I used to always think, as a seller, people buy from people they like. I think audience members appreciate enablement: facilitators that speak their language, that understand their perspective, that put themselves in the person on the other side's shoes, as opposed to kind of taking that teacher mentality.” - Lisa Bono


        • USEFUL RESOURCES & LINKS:

        Oracle NetSuite website: https://www.netsuite.com

        Connect with Lisa on LinkedIn: https://www.linkedin.com/in/winwithbono


        Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast

        Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/

        Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani

        Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0


        ADDITIONAL RESOURCES:


        [FREE SCRIPT]

        Discover how to craft a magnetic 45-second elevator story:

        https://www.theravirajani.com/yourelevatorstory


        Hire Ravi for a keynote or storyselling workshop for your sales team:

        https://www.theravirajani.com/speaking


        Join The Influential Communicator Newsletter:

        https://theinfluentialcommunicator.ck.page/newsletter






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