To establish consistency, survey templates were created and are or will soon be used across all workshops. 

Survey Template 1:

The first survey asks for feedback from customers (or other attendees) about a specific workshop, proctor, and content. It also provides space for honest input on what each attendee likes and areas where we could improve. This survey is designed to help us learn and make adjustments to better meet our customers' needs with our workshops and proctoring styles.

Survey Template 2:

The second survey functions primarily as a sales lead generator, with all our security products listed in two categories. The first question asks if the customer would like to Trial/POV one or more products; these should be regarded as hot leads that the sales teams need to follow up on within 48 hours of the workshop. Ten years of experience with workshops has shown that waiting longer than 48 hours (two business days) often results in customers forgetting they attended the workshop and how they completed the survey. The second question lists the same products but simply asks if the customer would like more information about them. These should be considered warm leads, and follow-up should occur within a week or less. The final question focuses on Cisco solutions; these are also warm leads and should be followed up within a week.

Background/Purpose:

Historically, during the original Threat Hunting Workshops, we averaged over 90% of participants completing the surveys. Typically, 5-30% of people fill out surveys, with 20-30% considered very good results. 

How did we achieve over 90%? The answer is that SEs MUST genuinely ask for them.

For example, Brandon Newport’s survey close rate was nearly 95%. Before anyone finished the last lab, he would call for everyone's attention and present his case.

  • Can I get everyone's attention for a moment? I want to thank everyone for coming out today and attending this workshop. I love hosting these workshops and hope you all enjoyed it as much as I did. I have a favor to ask: if you enjoyed these workshops, I really need everyone to fill out a survey for me. The purpose of the survey is to hear your thoughts on the workshop, presentation, and my proctoring style, as well as to get honest feedback on what you liked and suggestions for improvement. These surveys are very important, and I read every one. So, if you could do this for me to help out, I would truly appreciate it.

This is all it takes: be sincere, be honest, and ask directly, not passively, but truly mean what you say when you request the survey. This is one of the best ways you can help drive pipeline growth and close deals in your territory.

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