Celine Grey

Do you know why companies used to hire consultants / coaches + external experts? Critical thought. They were (and continue) to look for people who can help them change behaviours / challenge perceptions and find innovative solutions to ongoing problems. Yet most coaches, consultants and service providers are now using AI to create their marketing and sales content. Using open source AI. I wonder whether that's really demonstrating the critical thinking + valuable communication skills that organisations need. Or whether it's showing something else entirely.

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Personalized Workshops for Effective Demos Delivering workshops that truly resonate is my passion. Insights from Gavin underscore the power of customer-centric approaches—moving away from information overload to precise, impactful messaging. Techniques like the 'you' mode and the Great Demo! Situation Slide are pivotal, ensuring demos connect deeply with prospects. Crafting sessions that balance pace and relevance is key—interactive customized exercises have proven invaluable in refining team approaches, fostering engaging and practical learning experiences. Tailoring each session to your business context is my passion, and I'm thrilled to see the impact firsthand!

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***Revolutionising Sales with Use Case Based Selling Strategies – Simon Ooley*** In this episode of the Exceptional Sales Leader Podcast, I am joined by Simon Ooley, the dynamic CEO of Veles. The discussion centers on transforming enterprise sales with AI-powered collaborative tools, as well as leveraging innovative pricing and use case presentations to streamline the sales process. Simon shares his journey from being a BDR to leading international sales operations and establishing Veles, with a focus on addressing the prevalent challenges sales teams face today. Throughout the conversation, Simon highlights the critical role that understanding and presenting use cases play in successful sales engagements. He discusses how Veles’s platform integrates with call recording and CPQ tools, enabling sales teams to efficiently generate comprehensive and buyer-focused presentations. As sales methodologies evolve, Simon underscores the need for solutions rooted in first principles thinking to enhance seller effectiveness and accelerate sales cycles, ultimately aiming for organisations to achieve 100% quota attainment. To listen to the episode and to connect with Simon and learn more about Veles, please click the links in the comments below. 👇 #podcast #sales #usecase #exceptionalsalesleader #coach #mentor

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Really excited to share the details of this NIIT webinar in partnership with Learning Technologies Exhibition & Conference, on Thursday 6th November at 12.00hrs GMT. While 70% of organisations now use AI in Learning & Development, most remain trapped in enhancement thinking – using advanced tools to modernise outdated approaches. Join Gregg Collins and Brandon Dickens as they discuss the art of the possible with Andrew Jacobs (FCIPD). In this session they will discuss: 💡 Bridging the Imagination Gap: The challenge isn't technological – it's conceptual. Move beyond productivity enhancement to capability transformation. 💡 Democratise Excellence: AI can make world-class instruction accessible to everyone, everywhere. 💡 Think Transformation, Not Automation: Future leaders will pursue fundamental change rather than incremental improvement. 💡 Reimagine Human Development: The future of learning isn't better presentations – it's unlocking human potential that traditional methods could never reach. Link in the comments 🚀

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🚀 Want to coach your sales team faster, smarter, and at scale? AI can help you deliver real-time feedback, personalized coaching, and data-driven insights—without adding more manual work. In our latest guide, we break down how enablement teams are using AI to:  ✅ Surface real-time coaching moments ✅ Personalize development for every rep ✅ Make smarter, faster coaching decisions Head to our blog to learn more: https://hubs.ly/Q03h0z8m0

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Behind the scenes of LMS projects, you sometimes find a very different story than the perfected sales pitch promised. We recently took over a system that had been delivered by one of the biggest names in the industry, but it wasn’t working for the people who had to use it. Here’s what we've found from a couple of new projects we've stepped into recently: Poor UX: Multiple steps, multiple places to configure the same thing. (One client even had a 50 + page manual just to explain how to use their LMS 🥴). Messy codebase: Outdated standards, lots of redundant and inefficient code, and little evidence of meaningful code reviews. That kind of technical debt slows everything down. Outdated documentation: What was handed over was years old and missing the basics. We ended up rebuilding it from scratch. This isn’t about naming names. It’s about showing why doing it properly matters. A learning platform should make people’s lives easier, not harder. That’s the difference BuildEmpire 🎯 aims to bring as a Totara partner...clean UX, maintainable code, and documentation that actually reflects reality. Because at the end of the day, the best measure of success is whether people can just use the thing. Hate how your LMS isn’t working for you? Link in comments for a Totara Healthcheck with our team.

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Sales kickoffs are at their best when they're designed with behavior change in mind. In this infographic from RAIN Group, discover a blueprint for making your SKOs part of your enablement strategy: https://hubs.li/Q03RVc7h0

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Great sales leaders don’t fire teams. They fix systems. With THESE 👇 📌 First 90 day KPIs to track 📈 Revenue Signals: → Win rates below target? Check your enablement materials → Deal sizes shrinking? Look at your sales playbooks → Long sales cycles? Audit your current processes 💙 Pipeline Health: → Low meeting volumes? Review your prospecting enablement → Stuck opportunities? Time for advanced negotiation training One of the most common reasons new sales leaders miss quota? They focus on the wrong metrics. They track revenue but ignore the leading indicators that actually drive it. Pay more attention here too: 1️⃣ Track These Now → Time spent selling (vs drowning in admin) → Content adoption rates (are they even using what you give them?) → Sales confidence scores (do they actually know how to sell your product?) 2️⃣ Fix These Next → Ramp time to first sale → Tool adoption rates → Customer engagement metrics H/t 1UP for the too accurate meme 😅 Credit: Sales Enablement Collective

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Last time, we explored the research behind why organisations are moving away from their current LMS. In this video, I’ll unpack the five biggest shifts they’re making: driving real engagement, surfacing relevant content, enabling learning in the flow of work, measuring impact, and leveraging AI to do more with less. If you're rethinking your learning platform, these are the key things to look for next.

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The younger/tech nativist workforce demographic shift we've all been talking about is actually happening. And it's changing everything about L&D content delivery. Claire Moore (Darmanin), Chief Learning Officer at the International Carwash Association, is seeing it firsthand: more young people are entering the workforce, and they're completely comfortable engaging in learning on their phones because that's how they've experienced the world. This isn't theoretical anymore. It's operational reality. Claire's team stopped fighting against phone-based learning and started designing for it. They bring content into learners' realm and make it feel like something they're using every single day. Even at the management level, this younger workforce engages with mobile content in ways that would have been impossible just a few years ago. Here's what's interesting: Claire mentions they couldn't have done this kind of course development 10-15 years ago because the workforce wasn't ready for it. The technology existed, but the comfort level didn't. Now, the opposite is true. If we're not designing for mobile-first learning, we're designing for a workforce that's rapidly disappearing. The demographic shift isn't coming—it's here. And the organizations that design for technology natives will have a massive advantage over those still optimizing for desktop learning. Claire shares more insights on designing learning experiences for technology-native workforces in her full conversation on the They Learn, You Win podcast. Check it out below 👇

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