Scenario Building in 3 Easy Steps

Scenario Building in 3 Easy Steps

We’ve recently launched the first ever digital scenario based training module that doesn’t prompt the learner to answer pre-selected questions. Why is this important?   Most digital scenario based training involves viewing a video with questions during or at the end of the video followed by some kind of grading or scoring. But if you’re looking to understand or assess what a learner already knows there is very little to report or available - until now.   Currently, most scenario-based video training approaches use Articulate (or competitive software), which can be expensive and cumbersome to use. Articulate for example, allows…read more >
The Difference Between Skills Training & Knowledge Transfer

The Difference Between Skills Training & Knowledge Transfer

There’s a huge difference between the knowledge of something and the skills needed to actually DO that something. At a concert, you as an audience member may know all about opera (or rock and roll) but would be helpless on stage. At a sporting event, you might know all the stats, but against an actual 99 MPH pitcher, you would strike out every time. That’s the real challenge of training. Knowledge is universally obtainable. Skill only comes with relentless practice, fitness, and dedication. To explore the difference between skills training and knowledge transfer, let’s dive into what they really are.…read more >
The Sales Person’s Travel Planner

The Sales Person’s Travel Planner

I’m in a rather odd position: I sell sales enablement technology. It’s sort of like a musician writing songs about guitars. Because I live and breathe sales technique, I’m always on the hunt for new material, new techniques—not just to sharpen my skills, but also to help feed the information channels of our sales coaching partners. As a result, I collect sales events—LOTS of them, more than I can possibly attend in person. Some are online, but many are live. They’re the perfect venue for networking with my fellow sales professionals, share war stories, and add to my tool set.…read more >
More Sales in Less Time

More Sales in Less Time

As Viddler strengthens its platform in sales training—and since I’m a sales guy myself—I thought it wise to keep my sales tools sharp, to practice what we preach, as it were. So, I’m always on the hunt for great techniques to incorporate into my “workout routine.” I’m happy to say I found another one: Jill Konrath’s excellent More Sales, Less Time, published by Portfolio last December. This is not the typical ‘All you need to know about Sales’ strategy book. It’s more about productivity. Although Jill’s focus is on salespeople, the tools and lessons on exploring productivity could be adapted…read more >
What Actually Qualifies as a Sales Enablement Tool?

What Actually Qualifies as a Sales Enablement Tool?

The term “Sales Enablement” covers a wide range of offerings, and has many definitions and qualifiers. But not everyone agrees on what it really is. Software vendors use one definition, CRM vendors use another, research firms use still another. You and your boss probably have different definitions. Your sales coach (if you have one) almost certainly has strong opinions on the subject. So, as a professional salesman—but decidedly not a sales theorist, here’s my take. According to Forrester Research, “Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a…read more >
The Role of Emotional Intelligence in Professional Communications

The Role of Emotional Intelligence in Professional Communications

The concept of emotional intelligence is a relatively new one in psychology. Although the term first appeared in the mid-1960s, it wasn’t until Daniel Goldman’s 1995 book, Emotional Intelligence, that it became mainstream. We’ve been using it ever sense—to understand more about becoming successful. Turning to my own field, it turns out that being a successful salesperson has a lot more to do with one’s emotional intelligence quotient (Goldman’s “EQ”) than it does with IQ. When I think of emotional intelligence I think of a quote by Lao Tzu, the founder of Taoism: “Knowing others is intelligence; knowing yourself is…read more >
6 of the Best Sales Training Skills Anyone Can Use

6 of the Best Sales Training Skills Anyone Can Use

If you’ve been in the sales game for awhile, you already know these, and practice them instinctively. So this will be a refresher. But if you’re new to the sales profession—or know someone who is—take a look at this breakdown of basic selling skills, and why they are important. As Daniel Pink and others have said, “we’re all in sales now.” Sometimes you’re selling yourself to someone in an interview to get a job. Or selling yourself to someone you are attracted to, to get a date. Or you sell a product or service to pay the rent. We all…read more >
4 Resources For Improving Your Professional Communications Skills

4 Resources For Improving Your Professional Communications Skills

This is the season to be thankful. As a salesman, I appreciate all the resources I have that help me polish my professional communication skills. Here are my top four: Without good communication skills, I’d be washed up as a salesman. Fortunately, through the years, I’ve discovered lots of great resources to improve these. It was hard to narrow these down to just four, but here are the ones I’ve been able to use multiple times throughout any given day. 1. Recommended Reading Yes, I know. There are thousands of books on communication. But my absolute favorite is Crucial Conversations,…read more >
Online Sales Training and the Art of Kung Fu

Online Sales Training and the Art of Kung Fu

I’ve been a fan of Kung Fu ever since I was a kid. I loved all the movies, the David Carradine series, and of course the weekly “Kung Fu Theatre” episode that would drag me into the house on a Saturday afternoon. Now that I’m all grown up—mostly—I see some amazing similarities between martial arts and sales enablement. To be proficient in sales, it’s not as much about how your body is positioned. It’s about how your relationship with the prospect is structured. It’s also about “learning the right moves,” not robotically but naturally—responding in the moment by knowing intuitively…read more >