Sales Enablement: How Communicating In Bullet Points Increases Response Rates

Sales Enablement: How Communicating In Bullet Points Increases Response Rates

Attention spans are short and getting shorter. As a result, reaching decision makers by phone alone is ineffective. So, salespeople need to learn how to communicate in bullets or written bites. It may sound easy, but it’s not. Here are some important sales enablement rules of thumb for bullet points. Bullet points are never just a feature list. A good bullet point is composed of an action verb (see chart) followed by a benefit and result or a result and benefit statement. A car door lock is a feature. The car door stays shut while driving is the benefit of…read more >
The Flexible Work Boom and What it Means for Leaders

The Flexible Work Boom and What it Means for Leaders

Less than a decade ago the U.S. experienced a recession. At the same time a sizable chunk of millennials were graduating from college. (I was one of them.) The result of this American job crisis, and tightened budgets in offices and homes-- prompted alternative options for flexible work and living. The long term effect is that today a large group of millennials (who will make up ¾ of the workforce in the next 5 years) expect to have more freedom in regards to work environments. Two big freedoms they desire are the ability to work from anywhere and the need…read more >
How to Use POV Video in Interactive Training

How to Use POV Video in Interactive Training

Does POV (Point Of View) video serve a non-entertainment purpose? When it comes to interactive video training, we think it does. Let’s face it; POV video is fun to watch. There are endless YouTube, Facebook, and Cable TV hours filled with POV footage—from devices attached to foreheads, carnival rides, surfboards, and bike handlebars. The rise of GoPro devices has been a major catalyst. In fact, the idea for this blog came from a POV video with over 2 million views (so far) that has absolutely NOTHING to do with interactive training. It’s about two minutes long. Go ahead. Enjoy… You’ll notice…read more >
5 Ways to Make Your Sales Team Leaner & Meaner

5 Ways to Make Your Sales Team Leaner & Meaner

Sales reps—especially the mobile ones—increasingly have to produce more results with less time and resources. Practice, role-playing, and reinforcement are critical to building their skill set, but how can that happen when your people are never in the same place, at the same time? Interactive, online video is the answer. Selling is an art form—performance art, if you like. As with other art forms, the artist needs to have natural talent, and the willingness and discipline to practice, practice, practice. Training helps. Role-playing and reinforcement is great—especially in a team-building context. Friendly competition is also effective. The trouble is: In…read more >