The ROI of Sales Training

All companies base their decisions on profitability (higher revenue + lower cost). A common formula for doing this intelligently is “Return on Investment” or ROI. It’s not the only way to measure success or justify spending. (“Net Present Value” or NPV analysis comes to mind.) But it’s certainly the easiest to explain: “If I spend […]

Being “Pitch Perfect” is Not Just for the Birds

We can learn a lot from the way songbirds learn perfect pitch. A bird’s ability to sing is a core, fundamental skill, but it doesn’t happen right away. Scientists from UCSF tell us that birds must train their voices from an early age. “When zebra finches are born, they don’t make a peep for 30 […]

Handling Questions & Interruptions

In recent blogs, we’ve discussed two topics—agendas and summaries—both covered in great detail as interactive courses in Viddler Sales Gym. To coincide with this week’s launch of Sales Gym, I’d like to conclude with the third topic in the series: responding effectively to questions and other interruptions during sales conversations. First of all, if you’re […]

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 […]

The Power of Summaries

Last week, I wrote about the beginning of a good sales interaction, namely the importance of having a good agenda. This week, I’ll take it from the other end. What makes the conclusion of a meeting a good experience or a poor one? The answer is of course the summary. This topic is another one […]

Do You Have an Agenda?

Today’s political environment has taken a perfectly good word—agenda—and made it a bad thing. I’d like to reclaim the word, and make it a positive part of our interactions with others. Ideally, a good agenda is something that clearly communicates needs and goals beforehand. It’s all about transparency. For the record, I think the negative […]

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 […]

How To Make Awesome Presentation Videos

As a writer and former trainer, I’ve always looked for ways to add other media to my words. Text is all well and good. After all, that’s how we’re communicating at this very instant! But, as any good trainer will tell you, engaging your audience requires more than one medium. My favorite one is video. […]

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, […]

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 […]