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Virtual Event and Live Event Sales Advisor

3 months ago

Nashville, United States The Speaker Lab Full time
Job DescriptionJob Description

Location: Remote (United States) and In-Person at 3 Day Events (locations include Nashville, Denver, Orlando, others) where you will travel to market temporarily for the event

Position Overview:

Do you have experience closing deals at virtual and/or in-person live events (seminars, workshops, etc.)?

When we use terms like “front of room” and “back of room” do you immediately know what we mean and have experience closing deals in this context?

If so, this could be a perfect opportunity for you.

But read carefully, because not everyone is qualified.

Are you a proven event sales professional with experience selling coaching, training, or services to consumers BUT…

…you’re starting to lose hope that there’s a company out there who actually has….

  • high ethics and an awesome deliverable (so that when you lay your head on the pillow at night, you feel great about it)?
  • consistent and proven lead flow
  • reps that have been there for 2, 3, 4, and 5 YEARS and still LOVE their job (and some have even been promoted to leadership positions)

Or maybe you’re crushing it in your current opportunity but simply looking for a change?

This ….could be it. Having served over 15,000 public speakers over the last decade, we are expanding our product and service line into the Virtual and Live Event model and our launch is imminent.

This is a major company initiative and will likely develop into its own division.

We are seeking the hungriest, brightest, and most talented sales producers to help pioneer this new initiative by attending Virtual and In-Person Events to build rapport with leads, “hold their hands” through the training, and where applicable close them into our flagship training products.

Over the last few years our company has accomplished a great deal:

  • Inc. 5000 Award…4 Years in a Row
  • USA Today Best Places to Work Award Winner (2024)
  • 4.5+ Trust Pilot Rating
  • 4.5+ BBB Rating
  • Our sales reps enjoy healthy lead flow,, state of the art sales technology tools, multiple consumer funding partners to help get clients sold, aggressive compensation, upward mobility, and more.

We are taking everything we have learned serving public speakers in our current model and implementing it into a Virtual / Live Event model to become best in class.

Requirements

Virtual Live Events
  • We run traffic to a free webinar on how to get Booked and Paid as a public speaker
  • That Webinar sells a ~$297 ticket to a 2-Day Live Virtual Bootcamp where we will work with the registrants to help them develop their Speaker Vision, Mission, Abstract, and More.
  • On that 2-Day Live Virtual Bootcamp you will be assigned ~25 pre-screened leads
    • The Stage Speaker will deliver 30-60 minute training sessions
    • After those sessions you will be placed in a Zoom Breakout Room with your leads to lead them in implementing the training they just received
    • You will be building rapport, coaching, helping, clarifying
    • You will also conduct a customized 1:1 session with each lead to continue building rapport, discussing our program packages, and moving them toward a sale
    • You will close business throughout the 2 Day Virtual Bootcamp and for up to 2 weeks afterward via professional and urgent follow up
  • Note: most Virtual Events will be Fri/Sat/Sun from 8am - 5pm each day
  • Note: proven consumer funding options will be available to help enroll clients where needed

In-Person Live Events
  • We run traffic to a VSL that sells a ticket to a live, in-person 2 day event (“Workshop”) on how to get Booked and Paid as a public speaker.
  • At the 2-Day Live Workshop you will be assigned a “zone” of approximately ~25-35 pre-screened leads
    • The Stage Speaker will deliver 30-60 minute training sessions
    • After those sessions you will work with your leads to assist them in implementing the training they just heard
    • You will be building rapport, coaching, helping, clarifying
    • You will also conduct a customized 1:1 session with each lead to continue building rapport, discussing our program packages, and moving them toward a sale
    • You will close business throughout the 2 Day Workshop and for up to 2 weeks afterward via professional and urgent follow up
  • Note: most Live Events will often follow this schedule
    • Travel to Market: Friday afternoon
    • Workshop Sessions with Prospects: Saturday/Sunday
    • Travel Home: Sunday evening or Monday morning
  • Note: proven consumer funding options will be available to help enroll clients where needed

Company Goals: 1-2 Virtual Events per month and 1-2 In-Person Events per month.

The perfect fit will come to us with a knack for conversation and relationships. You easily relate to people and excel at connection. You are an exceptional listener but have no problems “controlling” a conversation. You must be a strong relationship builder and possess a high sense of personal motivation. You are passionate about (or interested in) the speaking industry and eager to share the benefits of that lifestyle.

You are innately competitive and have a track record of over-achieving quota. You are a self-starter and motivated to serve others. This full-time sales rep has the ability to prioritize and manage their time effectively. You are flexible and responsive to the needs of others. You play nice with teammates and take feedback with ease because you desire personal growth.

You will be able to:

  • Effectively deliver presentations and conduct conversations within ~20-40 minutes, overcome objections, and close the sale
  • This is not a “consultative” and “custom” sales approach with varying solutions, it is a persuasion sales approach with productized offerings that the sales rep must position and frame properly for each prospect.
  • Follow our proven sales script, while infusing your own personality to assist you in closing sales
  • Possess strong communication skills and the ability to discover the customer’s pains
  • Understand product offering, as well as upsells and down-sell offers
  • Interact with our technology systems to track calls and enroll new students
  • Communicate outcome from events and attend feedback sessions (to continually improve)
  • Minimum of 2 plus years prior sales experience (preferred but not required)
  • Stability and consistent year over year production at the same company will be highly prioritized.

The Speaker Lab is in a season of unprecedented growth and we need experienced 1 or 2-call close phone salespeople to join our team immediately.

Note:

  • experience selling coaching or training programs at $8K-$25K+ price points preferred.
  • experience selling training programs at virtual or live events preferred
  • *Bonus* if you also have public-speaking experience and therefore could speak even more directly to our program offering

This is NOT an entry level sales position and only candidates with proven sales track records including above-quota achievement will be considered at this time.

Our training process includes learning about the industry, product, studying our script outline, and working with the Director of Sales / Team Sales Manager to get launched. Training lasts approximately one week.

In addition to holding all our company core values (detailed below), we are looking for salespeople who...

  • are eager for and motivated by uncapped commissions
  • would love to have health benefits and a 401K (and build a career)
  • have a personal "why" that drives their production
  • are extremely competitive and want to compete for the #1 spot every single month
  • however, are team players and don't take themselves so seriously that they can't receive critical feedback or are unwilling to help and celebrate their teammates' victories
  • take total ownership of their results and would be asking for more calls to audit to improve their performance
  • most important of all, have the utmost integrity and always do what's in the best interest of the customer to help them achieve their goals.

We have a team atmosphere on our sales team and culture is a significant ingredient to our current success. Any new salesperson needs to do their part to contribute to that culture and add value to it through humility and hard work.

This full-time position is responsible for selling online training products and services to aspiring authors. Candidates will be fully trained on how to qualify, persuade the prospect on value, and close (preferably on the first call, with occasional qualified follow ups). Candidates should be highly motivated by being compensated on commission.

The Speaker Lab is looking for an experienced sales rep that thrives in a one-call-close scenario, is not afraid of a startup atmosphere with rapid change, and is eager to close business over Zoom and In-Person.. The successful candidate will play a fundamental role in achieving company revenue growth objectives.

The Speaker Lab Core Values

People - We have built a strong team of A-players who take pride in their work and in carrying out the company mission and vision. In fact, one of our guiding principles is that we only work with awesome people. While our team has grown, it feels like a small, close knit family that enjoys working together, respects each other, and holds one another accountable for results.

Because of our commitment to work/life balance, we have embraced being a virtual company from the beginning. We don’t require our team members to show up at an office. We trust and empower people to do their best work when and where it makes sense for them. Our team members feel a sense of freedom, flexibility and autonomy, and we’ve found that by fostering this culture, everyone is more productive, happy and satisfied with their work. Even though we’re a virtual company, one of the big highlights each year is our annual team retreat where we all get together in person for a few days to work and play hard.

When new team members join TSL, they immediately feel something different here that they haven’t experienced before. It’s amazing what happens when people know a company believes in them, and that their co-workers are cheering for them both personally and professionally. One of our desires from the beginning has been to create the best place our team members will ever work. We believe who you are is more important than what you do which is evident in how The Speaker Lab has helped our team members become better spouses, parents, friends and whole, healthy, human beings.

Growth - The Speaker Lab has seen significant growth year over year in a multitude of ways. We maintain a healthy profit margin and continue to remain frugal and financially wise while also investing back into our business, team, and students. We regularly assess our business model and make adjustments as needed to evolve to meet market needs.

Our revenue growth has come from staying focused on what we can best offer to the market. We’ve never offered more than three core products at a time and have been diversified enough that one offer never accounted for more than 60% of our revenue. Although there are plenty of opportunities and shiny objects we could pursue, we’re really good at saying no to the good things in order to say yes to the best things. Our focus has given us the ability to be nimble and adapt to changing conditions and meet market needs as they arise. We don’t operate as a roller coaster with huge highs and lows but rather as a consistent, steady train moving forward.

Our company growth has also come as the result of increasing our industry presence and strong reputation. It’s commonly said and known within the speaking community that “if you want to learn how to get booked and paid to speak, there’s no choice but The Speaker Lab.” We also remain well networked with top speakers and industry experts to keep a pulse on what’s working today for speakers and regularly provide guest coaching/training for our students.

Ownership - The Speaker Lab is not dependent on any one individual which has allowed us to maximize the impact of our strong team. It’s not built on any single personality and in fact, we have multiple faces, voices and experiences that our audience can learn and benefit from.

Even as the company and our team has grown, we’ve instilled a culture of treating this business like it was your own. Our team members have been able to buy homes, take family vacations, enjoy nice date nights, and benefit from the growth of TSL. We’ve also continued to implement additional employee benefits to ensure TSL is the best possible place to work for our team members. The Speaker Lab invests generously in the lives of our team members and students, so that they can give generously and invest in others.

The ownership our team takes in the work we do has translated into a world class experience both internally and externally. Our team members care deeply about our students and how we serve them and as a result, we have a constant stream of success stories coming in. We also have a culture of appreciation and celebration, and our team knows that we are rooting for them to win both personally and professionally.

Benefits

  • Fully remote
  • Base (minimum event floor) + Commission (heavily weight on commission)
  • Monthly bonus incentives
  • You will start for 90 days as a 1099 contractor. Upon completion of successful KPI’s, you are moved to a W-2 role with access to company benefits including health, dental, 401K

Have you delivered results in a similar role in the past? If so, that’s what we’re looking for.

P.S. If you’re not interested or available for this position, but know someone who is, we would really appreciate it if you passed this along