Driving Consistent Sales Behaviors and Coaching at Scale in Enterprise SaaS
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Lisa leads Orbito’s global sales org, spanning growth and strategic enterprise teams in both US and EMEA.
* Experience levels range from junior to highly seasoned reps and solution engineers.
* "Today we are lacking consistent, cohesive sales framework across the board."
* Startup mentality persists despite enterprise scale.
* Approaches to deals and messaging remain unsystematic.
Lisa’s main objective: drive consistent, predictable sales behaviors and outcomes—especially in enterprise and growth segments.
* Focus on qualification, multi-threading, cross-sell/upsell, and adoption of new messaging.
* "How do you take the value story and measure that?"
* Winning behaviors are nuanced: it's not just about mentioning keywords, but asking the right questions to the right personas at the right time.
* "It's always the nuances—how do you do discovery, talk the right thing, go upmarket, do multi-threading."
* Current enablement tools struggle to capture and coach these nuances.
* Gong and similar tools only track surface-level activity (keywords, phrases), missing the context and intent.
* "He may have said the right words, but maybe he was saying it to the wrong guy, or in the wrong timing."
* Playbooks take months to build and quickly become irrelevant.
* Inconsistent sales approaches lead to unpredictable revenue and missed opportunities, especially in enterprise deals.
* Enablement is seen as a cost center, not a revenue driver.
* "We want to drive consistent behaviors so there's predictability in the revenue, predictability in my deals."
* Playbooks take too long to build, and reps don’t use them.
* LMS and training programs have low adoption.
* Fine-tuning generic AI trackers (like Gong) is labor-intensive and ineffective for nuanced behaviors.
* A solution that identifies, documents, and drives adoption of Orbito’s unique winning behaviors—fast.
* Playbooks that are credible, dynamic, and based on real top-performer calls and customer responses.
* Automated, just-in-time coaching and insights for both reps and managers.
* "If you could just build these playbooks in 7-14 days and drive adoption, that would be a game-changer."
* Zime delivers a low-lift, compliant onboarding and builds a 'sales brain' from Orbito’s own calls, content, and context in under 2 weeks.
* Unlike Gong, Zime surfaces behavioral patterns, pain intensity, and anti-patterns that actually drive results, not just activity.
* Automated prep notes, post-call insights, and leaderboards drive adoption and accountability at scale.
* "The ability to coach at scale—that’s what I’m missing today."
* Pilot pricing is transparent ($99/user/month), with a low-risk, quick-start POC.