Celebrating the New Viddler Player

Over two years ago, I wrote about the role of video player technology in an eLearning Industry article. In the piece—re-posted here—I talked about the needs of marketing folks and trainer/educators. Their video viewing requirements are radically different, which means that player functionality is really important. I also talked about the realities of a post-Flash […]

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 […]

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 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 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. […]

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, […]

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 […]

5 Ways Not to Sell Me Something

I’m a busy person, with authority to buy or recommend products and services for my company. Naturally, that means I’m a target for every intrepid salesperson. This includes companies with things I actually need and many with things I don’t. Here are five ways that will lead to sales failure, even if you’re selling something […]

5 Ways Online Sales Training Can Fail (And What You Can Do About It)

Since the birth of the Web, proponents have dreamed of the perfect “virtual classroom,” where geographic and financial barriers to learning are no more. Sadly, online training in general—and online sales training in particular—too often fall short. Here are five danger signs, and some good ways to avert them. The phrase “online training,” like its […]