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 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 […]

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 […]

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 […]

Lessons for Salespeople from “Groundhog Day”

Today is February 2nd—a most peculiar American holiday. If you’re reading this with a feeling of déjà vu, then you may be thinking about Harold Ramis’ 1993 comedy, “Groundhog Day.” If you’re also a salesperson, then perhaps there’s something you can learn from the film. For the handful of those who haven’t seen the film, […]

What Salespeople Can Learn from a Legendary American All-Star

Today is baseball legend Jackie Robinson’s birthday. You know the name—even if you’re not a sports buff. But what does Jackie and his legacy have to do with your success in your sales career? Let me recap, for those who have not seen the excellent 2013 movie, “42.” In 1947, Jackie broke through baseball’s color […]

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 […]

The REAL Reason Your Sales Team Needs Interactive Video Training

I was excited when we first released the practice-reinforcement-roleplay feature for the Viddler Training Suite (VTS) platform. Webcam or mobile video is a great way to learn—especially if the video is used interactively. However, it turns out I missed the real reason to get excited about interactive video training. Let me explain: The best sales […]

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 […]