{
  "version": "1.2.0",
  "chapters": [
    {
      "title": "Intro\r",
      "startTime": 0,
      "endTime": 390
    },
    {
      "title": "Introducing Katherine Andruha\r",
      "startTime": 390,
      "endTime": 683
    },
    {
      "title": "Onboarding and Training Challenges\r",
      "startTime": 683,
      "endTime": 1165
    },
    {
      "title": "Effective Onboarding Practices for B2B SaaS Companies\r",
      "startTime": 1165,
      "endTime": 1745
    },
    {
      "title": "The Importance of Confidence in BDRs\r",
      "startTime": 1745,
      "endTime": 1837
    },
    {
      "title": "The Sales Manager's Role in Onboarding\r",
      "startTime": 1837,
      "endTime": 2006
    },
    {
      "title": "Territory Ownership and AE Handover\r",
      "startTime": 2006,
      "endTime": 2115
    },
    {
      "title": "Creating a Fun and Productive Environment as a B2B Seller\r",
      "startTime": 2115,
      "endTime": 2265
    },
    {
      "title": "Pipeline Progression and Accountability\r",
      "startTime": 2265,
      "endTime": 2568
    },
    {
      "title": "The Role of CMOs in Pipeline Progression\r",
      "startTime": 2568,
      "endTime": 2697
    },
    {
      "title": "Closed Lost Analysis and Product Feedback\r",
      "startTime": 2697,
      "endTime": 2881
    },
    {
      "title": "The Importance of Phone Calls\r",
      "startTime": 2881,
      "endTime": 2921
    },
    {
      "title": "Using Swag to Engage Prospects",
      "startTime": 2921,
      "endTime": 0
    }
  ]
}