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 >
The Evolution of Cold Calling: Understanding The Biggest Paradigm Shift in Prospecting

The Evolution of Cold Calling: Understanding The Biggest Paradigm Shift in Prospecting

Cold calling is getting a bad reputation. In B2B situations, the best sales training teams are replacing cold calling with Smart Calling or Intelligent Calling. The latter is defined as the use of a combination of sales and marketing communication channels (i.e., the web, phone, video, physical mail, email, advertising, etc.) to gain Attention, Interest, Desire, and Action (AIDA). The difference today is that, for a salesperson to become more effective, each of these sales enablement strategies need to be combined. Of course the best approach will always be where the prospect responds and the end result is a sale.…read more >
“Put Me In, Coach!” What the NFL and the Best Sales Training Teams Have in Common

“Put Me In, Coach!” What the NFL and the Best Sales Training Teams Have in Common

Interactive training is at the heart of all professions—whether it’s live or online. The start of the NFL season reminds us that sales enablement and professional football have more in common than you may think. Fall is upon us. Pumpkin spice is back, backpacks are packed, and football season has already kicked off. If you’re like me, you drafted your fantasy team a few weeks ago and are now experiencing all the highs and lows as you move around your squad each week. If you don’t play, here’s a basic rundown. Fantasy football is a competition in which participants build…read more >
Sales Enablement Tools: Competency Thresholds

Sales Enablement Tools: Competency Thresholds

The key to a great coaching culture is a measurable set of competency thresholds. With it, sales coaches have the performance metrics needed to create a high level of accountability. Combined with online video training, competency thresholds help your sales team members learn, grow, improve, and master selling process fundamentals. There’s an old saying: “If you can’t measure it, you can’t manage it.” For sales managers, it’s more true now than ever. They focus on sales numbers, CRM reports, and other data to measure activity and performance. Company success depends on it. However, when it comes to sales training or…read more >
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 >
Why Video is Essential to Sales Training

Why Video is Essential to Sales Training

An agile, competent sales team is essential to company success. Right? But in today’s chaotic business climate, traditional training often falls short—putting that success at risk. Here are some reasons why online video (properly used) is essential to making sales training effective. Let’s be honest. Effective sales training is hard to realize—and harder still to justify financially. Salespeople are overwhelmed by scores of digital distractions and time constraints. Increasingly, traditional classroom training is seen as a costly interruption. (By one Forbes estimate, a company with 25 sales reps holding 2 live training events per year would spend over $120,000 per…read more >
7 Ways to Help Your Sales Team Grow

7 Ways to Help Your Sales Team Grow

Sales leaders and front-line managers are constantly looking for ways to make their sales meetings more effective, interesting, and useful. One of the best ways to improve a team’s performance is to dissect sales presentations as a group. Managers sometimes do this by conducting postmortems, which involve analyzing what went wrong with particular deals. Other times, groups use role plays to reenact what might happen during a presentation. Both of these methods are flawed in that they’re not always “real.” In the case of a postmortem, we only hear about the deal through the eyes of one salesperson. In the…read more >
Are You (Web) Camera-Shy?

Are You (Web) Camera-Shy?

Some people are self-conscious in front of a camera. I’m one of those that suffer from webcam shyness. As I’ve been working with our new product—Viddler Training Suite—it occurred to me that other trainees may have the same shyness as I do. Here’s some advice for trainees like me. In case you’re wondering, I’m really psyched about Viddler Training Suite. As a former trainer, I love the idea of using video or audio to challenge a sales team remotely. This product gives them a new way to practice their skills and get feedback—without needing to travel, take valuable time out…read more >
Viddler’s New Focus

Viddler’s New Focus

Viddler is in the midst of launching a new online sales training product. Sales training is our new focus. Change is good, but it’s never easy. According to George Bernard Shaw, “progress is impossible without change, and those who cannot change their minds cannot change anything.” GB’s saying holds especially true in the world of technology—and online video is no exception. Viddler began as a typical technology disruptor, changing people’s minds about the nature of online video. Our name was a playful one—in keeping with our early adopters: individuals and businesses who were excited about the potential of online video. Viddler…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 >