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Visualize Summit for Sales Leadership
Master and manage the sales pipeline Losing sleep over your forecast or looking for new ways to help reps establish a vision for themselves in their careers? Either way, you’ll get answers and insights from the experts, plus strategies for shortening the sales cycle and demonstrating value to customers in a data-driven world. Fill out the form on the left to access 11 on-demand talks by industry influencers, including: “Latest Insights on B2B Sales, Social Selling, and Sales Enablement Tools” Mary Shea, PhD, Principal Analyst at Forrester With the groundbreaking changes in the buyer/seller dynamic in the last few years, it’s crucial that sales leaders prepare sellers to engage and interact with buyers in any kind of experience they may encounter them. Find out what tools and strategies you can use to get your people ready. “Digital Sales Transformation in the 4th Industrial Revolution” Matt Evans, Senior Director of Digital Strategy at Salesforce How do you get to the future first, ahead of your customers? Learn the new digital sales strategies your team needs to excel in this highly competitive age, and learn how to foster a high-performing sales culture to navigate the realities of digital sales transformation. “The New Digital Age of Selling” Bob Perkins, Founder and Chairman at AAISP Mario M. Martinez Jr., Founder and CEO at Vengreso Savvy sales reps must adopt new ways to communicate, market, and sell. Bob and Mario suggest ideas and tools for optimizing your digital selling journey as you learn how to meet and support buyers on their own terms. “3 Ways to Maximize Sales Rep's Success From Day One” Jill Konrath, 4x Bestselling Sales Author Rob Jeppsen, CEO at Xvoyant Sales organizations spend plenty of time sourcing sales rep candidates, but they don’t always provide the foundational training reps need to be successful. With a limited amount of A-player sales reps to go around, you must find a way to make good candidates great. Learn how to make your sales onboarding a springboard for success. “Supercharge Your Sales and Leadership Success with ‘LLC’” Tim Sanders, New York Times Bestselling Author of "Love Is the Killer App" Bestselling author Tim Sanders reveals three ways you can increase your success through daily investments. He brings his 30+ years of sales and leadership experience to this session with one key message: Expand yourself each and every day! “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million” Mark Roberge, Senior Lecturer at Harvard Business School & Former CRO at HubSpot Discover how you can hire the same types of successful salespeople every time, train them to align with the modern buyer, provide each salesperson with the same quantity and quality of leads, and standardize the sales process. “How to Activate a Company-Wide Sales Culture” Jen Spencer, VP of Sales and Marketing at SmartBug Media Good sales leaders inspire their sales teams. Great sales leaders inspire their companies. Learn how to embrace and activate a company-wide, truly inspiring sales culture, which involves honing your craft, communicating openly and often with our marketing and operations counterparts, and championing a customer-first sales spirit. “Nail Your Niche” Aaron Ross, Bestselling Author of "Predictable Revenue" & "From Impossible to Inevitable" Discover the five aspects of your fundamental niche and build the foundation for a successful outbound campaign. Determine where you can grow the fastest with the best market opportunity. “Leading for Growth: The Key Behaviors Modern Leaders Need to Master” David Priemer, Founder of Cerebral Selling Learn about four key leadership behaviors that will impact your success and ability to grow and scale your business. Data shows that many leaders aren’t aware of these four behaviors, and even those who are aware are far from mastering them. Improve your leadership today. Check out our other Visualize Summit Tracks: Sales Reps Sales Ops/Enablement
Visualize Summit for Sales Reps
Visualize the sale Learn from the best of the best about cutting-edge strategies for navigating a complex sale, nailing cold calls, balancing your tasks and priorities, leveraging new technology, and identifying the key metrics that you can focus on to hit quota every time. Fill out the form to the left to access the following sessions on demand: “How to Become an Iron Man in the Modern World of Sales” Morgan J. Ingram, Director of Sales Execution & Evolution at JBarrows Sales Training Learn how to become the Iron Man/Woman of sales by effectively leveraging the tools and AI that are now available. Morgan explains how to best take advantage of phone, email, video, and social as part of your sales outreach. “The Context of Sales Evolution” John Barrows, Owner of JBarrows Sales Training John discusses how sales reps and the overall profession of sales need to evolve and find new ways of adding value in order to avoid being replaced by marketing and technology. “What Mapping 200 Sales Processes Has Taught Me About Sales” Gabe Larsen, VP of InsideSales Labs at Gabe shares what he’s learned from mapping 200 sales processes—which is that you absolutely must map your sales process. Once a process is visualized, you can identify gaps and implement improvements to drive results. Learn the building blocks for mapping your sales process and the six-steps to mastering your sales process. “Voicemail Strategies: How to Get More Prospects to Call You Back Today!” Michael Pedone, CEO of Learn how to increase cold call voicemail callbacks and advance the sales call to the next phase of the selling cycle. Michael discusses why voicemails fail and how to fix them, instructs on how to use email to get your voicemail heard, and outlines voicemail sales scripts that actually work in the real world. “Using AI Superpowers to Double Sales Efficiency” William Dinkel, CEO & Co-founder of Nova We've all heard how artificial intelligence is going to be the next big thing in sales. Is it hype or reality? William discusses the AI technologies available today, how we can utilize them in sales, and what we can expect from AI in the next few years. “How Sales Reps Can Create and Curate Content That Drives Sales Conversations” Jack Kosakowski, CEO of Creation Agency Jack shares how to create, strengthen, and influence conversations with the right content. Learn how to strategically use content at every stage of the funnel to attract customers. “Cold Email Prospecting: #RateMyPitch” Ryan O'Hara, VP of Growth & Marketing at LeadIQ Learn actionable tips for improving your cold emails. Ryan takes a look at some real-life cold emails—he grades each based on subject line, copy, personality and tone, length and spacing, and signature and then discusses how to improve them. “AI For Sales—How to Personalize Your Sales Cadence at Scale” Chad Burmeister, Co-founder & CEO of Learn why AI makes good reps great, great reps unstoppable, and average reps relevant. “A Look at Social Selling in 2018” Cameron Brain, CEO & Co-founder at EveryoneSocial Learn what social selling is, where it’s headed, and what it can do for you. Cameron shares his tips for taking your online presence to the next level. “Career Hacking for Millennials: How I Built A Career My Way, And How You Can Too” Max Altschuler, CEO of Sales Hacker Max discusses three ways to build your dream career in the sales profession—failing, learning how to write and communicate for business, and networking and brand building. Check out our other Visualize Summit Tracks: Sales Leadership Sales Ops/Enablement
Visualize Summit for Sales Ops/Enablement
Nail and scale your sales process Want to build a world-class sales team? These sales influencers will provide insights to help you perfect your processes, teach sales reps how to start meaningful conversations with customers, and get buy-in from sales leadership to maximize your sales enablement efforts. Fill out the form to the left to access the following sessions on demand: “The Flywheel Effect: 5 Building Blocks to Get Coaching Right” Rob Jeppsen, CEO & Founder of Xvoyant When sales leadership learns how to coach effectively, sales orgs have seen production increase by 30%, retention increase by 20%, and win rates increase by 25%. Rob reviews the building blocks of coaching so you can enable your sales leaders, not just your reps. “Sales as a Science” Jacco vanderKooij, Founder of Winning by Design Take a look at sales from a different perspective—as a science with processes, methodologies, and elements that can be repeated for success. Jacco discusses how visualizing processes and customer engagement can make your sales org stronger and help you identify key areas for improvement. “The Business Case for Sales Enablement” Jim Dickie, Co-founder & Independent Research Director of CSO Insights The number of companies that have implemented a sales enablement discipline has grown from 19% in 2013 to 56% in 2017. Jim explores data from the CSO Insights Sales Enablement Optimization Report and gives five critical factors that will maximize the success of your sales enablement efforts. “How to Drive Sales Growth in 2018” Alice Heiman, Founder & Chief Sales Officer at Alice Heiman, LLC If you feel stuck as your organization tries to drive sales growth, you may be looking at the wrong place for answers. Dramatic growth requires change—and that change starts with you. Learn how you, as a sales leader, might be preventing sales and how you can change your mindset to drive growth. “What 12 Years in Sales Enablement Has Taught Me” Sheevaun Thatcher, Head of Global Sales Enablement at RingCentral Drawing on her years of experience, Sheevaun explains the ins and outs of sales enablement. Tune in to learn why it’s critical to have a sales enablement charter, how sales enablement is a business within a business, and how to get buy-in from stakeholders. “Roadmap to Having a Great Conversation” Collin Stewart, CEO at Predictable Revenue Every deal closed starts with a great conversation. This session will teach you how to connect both personally and professionally, why it’s essential to determine the company’s goals, how and when to propose next steps, and what common mistakes to avoid. “Sales Development Chat” Trish Bertuzzi, CEO of The Bridge Group, Inc. & Author of “The Sales Development Playbook” Gabe Villamizar from Lucidchart sits down with Trish to discuss all your burning questions about managing the sales org. Learn whether you should go with inbound or outbound sales, what metrics and tools you should use, and how you can align sales and marketing, among other bits of sales advice. “Creating Meaningful Sales Conversations with Interactive Content” Darrell Swain, Founder of Tiled You're not in the classroom anymore, so why are you still using the same presentation tools and static, boring content? See how interactive, visual content can better engage your prospects. “The Truth About Open- and Closed-Ended Questions in Sales” Richard Harris, Owner & CEO of The Harris Consulting Group Richard outlines the seven most popular open-ended questions you should use, instructs on how to properly strategize open- and closed-ended questions in your sales qualification and discovery process, and shares other tips you can learn today and use tomorrow. Check out our other Visualize Summit Tracks: Sales Leadership Sales Reps
Set Them or Forget Them: How to Apply Performance Metrics to Business Processes
Implementing a process improvement program is a crucial step to scaling any business, but if you don’t measure your continuous improvement work, you won’t know whether the processes you've documented, improved, and implemented are actually helping you accomplish your business goals. In this free webinar, Polly Phillips and Jogee Varughese will discuss how you can use metrics to measure how well your business processes are performing and to prioritize which business processes to optimize. Here's what you'll learn: Why you should measure process performance with metrics that reflect your business How to use performance metrics in a process improvement prioritization matrix How to source process improvement ideas from throughout the organization through a culture of continuous improvement And more...

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