THE LIVESTREAM WAY BUILDING A CULTURE OF EXCELLENCE & ACCOUNTABILITY
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THE LIVESTREAM WAYBUILDING A CULTURE OF EXCELLENCE & ACCOUNTABILITY
THE LIVESTREAM WAY
The Livestream Way is a collection of our best practices on how to sell, how to build an outstanding sales organization, and what qualities we believe are most important to achieving those goals.
Our goal is simple: create a platform for top sales professionals to build and sustain long-lasting careers.
WHAT IS LIVESTREAM?
LiveStream is the world's leading provider of software and hardware products for producers and broadcasters of live events.
Our customers include nearly every member of the Fortune 1000 across every industry category including Toyota, NYSE Euronext, Tesla, Spotify, Callaway, X Games, Disney, Nasdaq, Time Warner Cable, Ted, The World Economic Forum, The Clinton Global Initiative, Facebook, Marvel, and thousands more.
“I wish to preach, not the doctrine of ignoble ease, but the doctrine of the strenuous life.”
- Theodore Roosevelt
OUR MISSION
OUR MISSION
To build the top sales organization and culture in New York. A place where top performers come to grow, learn, make money, and help build a multi-billion dollar organization.
THE WILL TO SELL
1. Desire2. Commitment3. Accountability4. Outlook
THE WILL TO SELL
FOUR KEY QUALITIES
At Livestream, we believe in four key qualities that form the foundation for successful salespeople.
Desire is step one. You must set incredibly high goals for yourself and then write them down. You must expect great things. You must want the best in life and not accept mediocrity.
DESIRE
Commitment is the single most important quality of a sales person. It is not work ethic. It is the willingness to do whatever it takes to succeed. A willingness to do what is uncomfortable, to learn new skills, to be coached and trained, to receive feedback. To break through walls to achieve success.
COMMITMENT
ACCOUNTABILITY
You must take responsibility for what you achieve. Regardless of the product, the market, the environment, or any other factor. You must assume full accountability and responsibility for the outcomes you impact. Win or lose, we don’t make excuses and we don’t assign blame
Success comes from an unrealistically positive outlook on your future and your capabilities. You must be willing to endure difficulty, rejection, and frustration, and still retain an unbendingly positive outlook towards life’s summit.
OUTLOOK
MORE SUCCESS FACTORS
Sales is not just about unrelenting personal self-interest. We strive to be “for others” not “for ourselves”. We help where and when we can for our teammates and colleagues.
TEAMWORK
The best sales people are curious about the world. We can learn so much from the people we speak with.
INTELLECTUAL CURIOSITY
We care about other people. We don’t lie, cheat, or steal. We try to do the right thing.
INTEGRITY
One of our personal mantras. It takes a long time to do something enormous. Like teach the world the power of live video. The way you get there is one day at a time, doing your best, finding the beauty in focus and dedication.
#EVERYDAMNDAY
HOW WE SELL
Predictable RevenueBaseline SellingThe Challenger Sale
THE WILL TO SELL
PILLARS OF OUR SALES PLAYBOOK
We incorporate elements of different sales methodologies in our work. These include:
PREDICTABLE REVENUE
We use predictable revenue marketing techniques to generate email marketing leads and always build pipeline.
BASELINE SELLING
We use baseline selling to stage the sales process and to establish clear criteria to move through an effective sales cycle.
CHALLENGER SALE
We incorporate elements of the Challenger Sale to provide a commercial teaching context to our customers and educate them on new concepts specific to Livestream.
HOW WE TRAIN
HOW WE TRAIN
STEADY CONTINUOUS IMPROVEMENT
Training and professional development at Livestream is centered around daily coaching, constant feedback, and putting the resources in place to help every person succeed.
ELEMENTS OF OUR TRAINING FRAMEWORK
Daily team huddleDaily coachingWeekly pipeline reviewsQuarterly performance reviews and evaluationsTeam-based role playsSpeaking events and panelsOutside sales training and consultantsReading and self-improvement
WHAT WE MEASURE
WHAT WE MEASURE
INPUTS DRIVE OUTPUTS
Becoming a top sales professional requires an emphasis on process and inputs that consistently deliver the right outputs. Here’s what we focus on.
INPUTS & OUTPUTS
INPUTS TOTAL OUTBOUND CALLS - Goal is 25 per day to generate and build pipelineTOTAL HIGH QUALITY INTERACTIONS - Goal is 6 per day to drive in-depth conversations with prospective clients and customersTOTAL INTRO CALLS - Goal is 4-5 per day to get to 1st base and begin the sales cycle
OUTPUTS CLOSED SALES - Our focus is on cash collected. The goal is $100K per month.ASP - The best sales people can sell the highest price points. ASP is Average Sale Price.WIN RATES - We look at conversion ratios at every stage of the sales cycle to understand sales efficiency.
KNOW YOUR RATIOS
ANALYZE YOUR PERFORMANCE
Understanding how your pipeline performs helps you know where to focus
Stage to stage conversion ratios tell you where to focus
Daily goals drive weekly, monthly, quarterly and annual performance
Win rates X average price = revenue
Visualizing your goals tells you how to get there
Total win ratios help you work through inefficiencies and pinpoint areas for improvement
WHAT WE READ
Dave Kurlan's step by step guide on how to sell using baseball as an analogy for prospecting, running an efficient sales cycle, and closing. A great foundation for conceptualizing the elements of an effective sales cycle.
Aaron Ross helped build the sales prospecting methodology at Salesforce. com and has created a process to consistently and predictably generate leads and build pipeline using structured calling and email strategies.
Selling is about adding specific and unique insights to the customer conversation. In this landmark book, the team from Corporate Executive Board lay out the core elements of a successful "Challenger" -- Commercial Teaching, Tailoring, and Taking Control. A critical book to understand the new selling landscape.
Marc Roberge helped scale Hubspot to $100M. In his defining book, he helps break down the key inputs and elements of building a scalable sales organization. A must-read particulalry for sales leaders and marketers looking to bridge the gap between leads to closed sales.
Max has put together the ultimate sales resource, helping sales leaders navigate the increasingly complex “sales stack”. In Hacking Sales, Max helps outline some of the leading sales platforms and technologies from lead development to closed business.
How to negotiate, how to think about business deals, and some valuable ways to think about giving and receiving in a business context. Powerful book with helpful practical lessons. Re-read this once a year.
AND MANY OTHERS
OUR HEROES
OUR HEROES
PEOPLE THAT INFLUENCE US
People from all walks of life have done great things, overcome difficult obstacles, built huge companies, and made great strides. We are unapologetic about our admiration and respect for those that have come before us. Here are just some of the people we revere and admire.
OUR HEROES
Teddy RooseveltBrian Eno Abraham Lincoln Reid Hoffman Marc Benioff Alexander Hamilton Matthew Ridgway John Lewis Winston Churchill Golda Meir
Stevie Wonder Martina Navratilova Mike Bloomberg George Washington Ulysses Grant Steve Jobs Fyodor DoestoevskyJay-Z Eleanor Roosevelt Larry Page
Amb. Susan Jacobs Jaron Lanier Diane Nash Mark Suster Tony Hsieh Frederick Douglass Jeff Bezos John Cage Barbara Tuchmann Merriweather Lewis
HOW WE CELEBRATE
HOW WE CELEBRATE
CELEBRATIONS & INCENTIVES
We work very hard at Livestream but we also focus on celebrating our success. Building a multibillion dollar company is inspiring but we also take time to enjoy victories along the way
HOW WE CELEBRATE
SOME OF OUR CELEBRATIONS
Gift cards Weekly spiffsWeekly Beer FridayTeam pizza for hitting sales streaksTeam dinnersConey Island retreat
BORN IN BROOKLYN
BORN IN BROOKLYN
Livestream is not just one of the best technology companies in New York. We’re part of the cultural fabric of Brooklyn and our little corner of Bushwick.
BORN IN BROOKLYN
Featuring one of the best live event spaces in the borough.
BORN IN BROOKLYN
And some of the best hot spots in New York a short walk away.
BORN IN BROOKLYN
We even have our own restaurant serving us breakfast and lunch every day
PROFESSIONAL DEVELOPMENT
PROFESSIONAL DEVELOPMENT
BUILDING A CAREER
Perqs are nice. But our focus at Livestream is on helping you accelerate your career. We are trying to build world-class sales executives, future VPs of Sales, VPs of Customer Success, and future CEOs.
● Establish a consistent set of titles and responsibilities● Create a clear development path for every member of the team● Create opportunities to add new responsibilities and skills as you progress
through your career with Livestream● Create development path that creates opportunities for individual performers
as well as managers and team builders● Attract and retain the best people
PROFESSIONAL DEVELOPMENT
THE OBJECTIVES OF OUR FRAMEWORK
PROFESSIONAL DEVELOPMENT
GETTING PROMOTED
Getting promoted at Livestream is about hard work, teamwork, and results. We are striving to build a meritocracy. Some of our criteria include:
● Ability to hit quota at current level● Demonstrated enthusiasm, passion, and hunger for career in sales● Demonstrates team values● Willingness to go above and beyond● Not time-based, purely merit and potential based
WHAT’S AT STAKE
WHAT’S AT STAKE
ONE OF THE BIGGEST MARKETS IN THE WORLD
The market for live video is one of the biggest and fastest growing in the world. And yet it’s still frustratingly difficult for most people to use livestreaming to showcase great events. That’s where we come in.
WE ARE PURSUING A HUGE MISSION
WE HAVE THE BEST CUSTOMERS IN THE WORLD
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AND THE BEST SALES TEAM
JOIN US!
WE’RE HIRING FOR ALL ROLESHTTPS:LIVESTREAM.COM/CAREERS
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