Molly Cohen is a highly experienced Corporate Learning Specialist dedicated to enhancing organizational performance through innovative learning solutions. With a robust background in adult education and corporate training, Molly excels in designing and implementing effective learning programs that align with business goals and foster employee development.
Key Expertise:
- Curriculum Development: Crafting comprehensive training programs tailored to specific organizational needs.
- Instructional Design: Utilizing modern instructional design principles to create engaging and effective learning materials.
- Learning Management Systems (LMS): Proficient in implementing and managing LMS platforms to streamline training processes.
- Employee Development: Focused on nurturing talent and promoting continuous professional growth within organizations.
- Performance Improvement: Applying data-driven strategies to assess and improve learning outcomes and overall performance.
Professional Experience: Molly has worked with a diverse range of industries, from technology and finance to healthcare and manufacturing. Her experience includes leading large-scale training initiatives, conducting workshops and seminars, and providing one-on-one coaching to executives and employees.
Approach: Molly believes in a learner-centric approach, ensuring that all training programs are interactive, accessible, and relevant to the learners' roles and responsibilities. She leverages the latest technologies and methodologies to create immersive learning experiences that drive engagement and retention.
Achievements:
- Successfully designed and launched a company-wide training program that resulted in a 30% increase in employee productivity.
- Implemented an LMS that improved training efficiency and reduced costs by 20%.
- Recognized for developing innovative e-learning modules that enhanced employee skills and knowledge retention.
Education
- Master's in Education, University of Kansas (4.0GPA)
- BA, Psychology, Kean University
Skills
- Sales Enablement
- HRIS/Business-operations
- Instructional Design
- LMS Administration
- Customer Relationship Management
My Work
As a dedicated educator, I am firm in my belief that with proper tools and guidance, anyone can interact with technology. The projects showcased here highlight some of the platforms and systems I have been fortunate to introduce to users in various industries.
LISN
Sales Tools Project
This project was completed for a New York based HRIS provider that had new sales representatives starting on the Linked In Sales Navigator Platform using the value selling method.
The learning outcome solves a sales training problem involving leveraging the platform's advanced search capabilities, lead recommendations, and CRM integration to identify and engage potential clients and train sales teams effectively.
Here’s a step-by-step guide to using LinkedIn Sales Navigator for this purpose:
Step 1: Define the Sales Training Goals
Before diving into Sales Navigator, clearly define the goals of your sales training. This might include:
- Identifying key target industries and companies.
- Understanding buyer personas.
- Enhancing prospecting techniques.
- Improving engagement and conversion rates.
Step 2: Set Up Sales Navigator
Ensure your Sales Navigator account is properly set up. Customize your settings to align with your sales goals, such as setting up alerts, saving searches, and using lead lists.
Step 3: Utilize Advanced Search
Use Sales Navigator’s advanced search filters to find leads and companies that fit your ideal customer profile (ICP). Filters you might use include:
- Industry
- Company size
- Geography
- Job title/function
- Keywords
- Seniority level
Step 4: Build Lead Lists
Create and save lead lists for different target segments. This helps in organizing prospects and makes it easier to track engagement.
Step 5: Analyze Lead Insights
For each lead, analyze the insights provided by Sales Navigator, such as:
- Recent activity
- Shared connections
- Job changes
- Company news
These insights can be invaluable for tailoring your outreach and training sales teams on how to approach each lead.
Step 6: CRM Integration
Integrate Sales Navigator with your CRM (e.g., Salesforce, HubSpot) to ensure all lead information is synchronized. This helps in tracking interactions and measuring the effectiveness of your sales training.
Step 7: Use InMail Effectively
Train your sales team to use InMail for direct messaging prospects. Craft personalized messages using the insights gathered from Sales Navigator. Emphasize the importance of personalization in outreach to increase response rates.
Step 8: Monitor Engagement
Use Sales Navigator’s tracking features to monitor lead engagement. Look for indicators such as profile views and response to InMails. This data can help refine training techniques.
Step 9: Continuous Training and Feedback
Regularly review the sales team’s performance and provide continuous training based on the insights and data from Sales Navigator. Encourage feedback from the sales team to understand challenges and areas for improvement.
Step 10: Measure Success
Track key performance indicators (KPIs) to measure the success of the sales training program. KPIs might include:
- Number of leads contacted
- Response rates
- Conversion rates
- Time to close
- Revenue generated
Example Scenario
Let's apply this process to a hypothetical scenario where you’re training a sales team to target IT managers in mid-sized tech companies in the US.
- Goal: Increase outreach to IT managers and improve response rates.
- Setup: Customize Sales Navigator to focus on the technology industry and companies with 50-200 employees in the US.
- Search: Use filters to find IT managers within these companies.
- Lead Lists: Create a lead list named "US Tech IT Managers."
- Insights: Analyze each IT manager’s profile for recent activity and shared connections.
- CRM Integration: Sync leads with your CRM for tracking.
- InMail Training: Craft templates for personalized InMails and train the team on how to customize these messages.
- Monitor: Track who views your profiles and responds to InMails.
- Feedback: Regularly meet with the team to discuss challenges and successes.
- KPIs: Monitor outreach activities, response rates, and conversions.
By systematically using LinkedIn Sales Navigator as outlined, you can effectively train your sales team, improve their prospecting efforts, and ultimately drive better sales outcomes.
Experience the project
Salesforce: QL project
In this project, I educated sales and marketing users on lead qualification techniques.
Qualifying a Lead on Salesforce
- Log in to Salesforce:
- Access your Salesforce account using your credentials.
- Navigate to Leads:
- From the Salesforce dashboard, click on the "Leads" tab to view all leads.
- Select a Lead:
- Click on the name of the lead you want to qualify to open the lead detail page.
- Verify Lead Information:
- Ensure that the lead's contact information, company details, and other relevant data are accurate and complete.
- Assess Lead Quality:
- Evaluate the lead based on predefined qualification criteria such as budget, authority, need, and timeline (BANT).
- Update Lead Status:
- In the lead detail page, locate the "Status" field.
- Change the lead status to "Qualified" (or the equivalent status used in your Salesforce instance).
- Convert the Lead:
- Click on the "Convert" button (usually found at the top of the lead detail page).
- In the conversion window, confirm or update the creation of a new account, contact, and opportunity.
- Click "Convert" to complete the process.
- Review and Follow-Up:
- Navigate to the newly created account, contact, or opportunity to ensure all details are correctly transferred.
- Plan and execute follow-up actions as necessary.