How to Sell Like a Rock Star

How to Sell Like a Rock Star

The other day, I moved some boxes and found a cache of CDs from my college days. (Remember CDs? They’re the 8-tracks of my generation, just like MPs and thumb drives will be some day.) So I dusted off my boombox (yes, yes, I know) and played Gorillaz’s Clint Eastwood. Instantly, I was taken back to all-nighters, disgusting fraternity floors, and red solo cups. I could remember every single word, even though it’s been years since I last heard it. I’m sure you can relate. A song comes on that used to be your jam. You remember the whole thing,…read more >
The One Problem the Sales Enablement Industry Hasn’t Solved Until Now

The One Problem the Sales Enablement Industry Hasn’t Solved Until Now

In Norman Juster’s classic, The Phantom Tollbooth, many of the book’s characters obsess about measuring things. Words, colors, sounds, and numbers are just things to be sorted and classified. Real life is askew—lacking both Rhyme and Reason. Sales is in that position today. More specifically: sales enablement. Measuring detailed performance indicators has become an obsession, and technology for doing that is on the rise. Valued at $600 million in 2015, the sales enablement software industry was considered undervalued. In a 2015 Marketwired post, Doug Winter, the co-founder and CEO of sales enablement software firm Seismic, said, “only around ten percent…read more >
How I Became a Flip Turn Hero

How I Became a Flip Turn Hero

A few years ago, I signed up for a triathlon. I had one problem: I didn’t know how to swim, which is literally one-third of what a triathlon is! So, I did what every overconfident young man does: I joined a gym with a pool and jumped right in. When I started, I couldn’t go more than two laps. I pushed myself to add on another two laps with each practice day and this worked… for four days. Then I hit a wall. Not literally; that happens later.) My plan to improve would obviously not scale. So I turned to…read more >
College Won’t Prepare You For Sales, But This Will

College Won’t Prepare You For Sales, But This Will

According to the Washington Post, undergraduate business degrees in finance, accounting, marketing, and business management account for about 20% of bachelor’s degrees awarded each year. And now, for the first time, MBAs are the most popular postgraduate degree, surpassing Masters of Education programs. But for all those business programs, sales takes a backseat in course curriculum. This is so backwards when you realize so many people start off in entry-level sales positions. While some business degrees may touch on sales, very few schools offer a degree in sales. For sales professionals who wants to up their game—or for those who…read more >
How to Start a Career in Sales (When You Never Planned on It)

How to Start a Career in Sales (When You Never Planned on It)

During school I never considered working in sales. In fact, I thought I’d be the worst salesperson ever. Like many others, I never considered working in sales until I stumbled into a sales gig. After getting my degree in electronic media, I was offered a sales job at the company I interned with. A full time job right out of the gate seemed like a really good deal—since I was broke! Thanks to a B.S. degree that cost me 50K, I promptly took a job not at all related to what I studied! In college, I didn’t take a single…read more >
The Best Sales Training Content in 2016

The Best Sales Training Content in 2016

As we wrap up 2016, our team wanted to share a list of the 13 best sales training content sources we found this year to help us grow, achieve goals, and improve our performance. Check out the top books we loved, podcasts we listened to, TED talks we watched, and digital publishers we visited most often. Cheers! For the Intrepid Bookworm: The Power of Habit: Why We Do What We Do in Life and Business by Charles Duhigg A great read for learning what motivates us and how we can change. This book was recognized by The Financial Times as…read more >
The Key to Making Money in Sales

The Key to Making Money in Sales

Like most of America, I woke up last week to the surprise of Donald Trump as our next President. (ANNOUNCEMENT: To spare you any more election fatigue, there will be no more political mentions in this blog!) However, the event made me curious to check out some past episodes of the TV show, The Apprentice. I didn’t follow the show back in the day, but it turns out that it’s theme song is “For the Love of Money” by the O’Jays. I love this song! In fact it’s been my ringtone for the past five years. (After you’ve enjoyed it…read more >
How to Create Compliance Training That People Pay Attention To

How to Create Compliance Training That People Pay Attention To

Compliance training is not something that people look forward to. While not often associated with positive thoughts, it doesn’t have to be dreaded! We’re all adults (I’m assuming) and we understand these courses are required—to prevent some serious trouble. We’re willing to comply, to satisfy these requirements. That doesn’t mean such courses have to bore us to tears. For compliance training, there are two basic rules: the KISS principle and using interactive video. The best compliance videos are short and simple, with a lively, well-rehearsed presenter speaking energetically, so there is no rambling. Interactive video training is a great way…read more >
Why Vimeo Isn’t Enough for Online Video Training

Why Vimeo Isn’t Enough for Online Video Training

Companies committed to training already understand how important it is to be using video. Many of these are either using or considering Vimeo to host their training videos instead of an online video training system. There are good reasons for that. Vimeo is a reputable platform. It’s cheap at only $200/year. It’s easy to get started—without involving your purchasing department. So the most common question I hear is, “Why would I use an online video training system instead of just Vimeo?” As any sales guy would, I am answering this question with even more questions! Is a video training system…read more >
No Time to Create Training Course Content? You Already Have Some!

No Time to Create Training Course Content? You Already Have Some!

At a recent content repurposing seminar at Liquid Interactive, I had an interesting conversation with a colleague, Linda Backo. We talked about repurposing existing content for marketing, but soon realized the same principles apply to training. Repurposing content for training just doesn’t receive as much attention as it does in marketing. Companies reuse marketing content for a simple reason: time (or, more accurately, the lack of it). Finding new uses for existing content saves money and gets the message out faster. The same is true for training. Companies need to produce fast, cost-effective training, so it’s critical that they develop…read more >