Musings of a Busy Software Trainer

I work for a small technology company, Creative Edge Software. Our product, while amazingly effective and affordable, is at times difficult to master. Partly this is because our brilliant U.K. engineers keep adding new features. Even though the universe of potential users is smaller than, say, Photoshop, they still need to be trained. There’s also […]

Interactive Video Training Starts With Online Video

Trainers and educators generally agree that video content is valuable. They also agree that making video available online enhances its value—by making it available remotely and, hopefully, by making it interactive. However, it turns out that there’s a knowledge gap when it comes to the basics of “online video.” Last year, I spoke at the […]

How to Speak to a Crowded Room

This week, Viddler introduced a new website that focuses on “training for excellence” with our product’s unique workflow designed just for interactive video training. As a company, we were faced with finding the best way to articulate our solution and convince our audience to invest in it. A big misconception in designing for SaaS companies […]

In a World of Endless Options, Offer a Single Solution

You’ll find it on the sugary cereal aisle of your local supermarket. You’ll also find it on the toothpaste aisle, as you try to avoid the resulting cavities. In case you do get a cavity, you’ll also find that something as you search for a local dentist within 10 miles on Google. What am I […]

What does it really mean to find a career you love?

Valentine’s day is all about the people we love. But “love” is used in different ways. Penelope Trunk argues that “Finding a career you love” is bad career advice. If that’s true, then I’m among the guilty. A few years ago, a trip back my alma mater (to talk to students about my career) prompted […]

Step-By-Step Sales Coaching by the Numbers

To conclude this series on sales coaching, here’s a step-by-step guide for using a “Coaching by the Numbers” process to get each representative on your sales development team up to an optimal level of cold-calling success. STEP 1 — Get rigorous about creating a list of call dispositions that work for coaching. This is the […]

The Problem with KPIs in Coaching Your Sales Team

Part 3 of 4 In this series, we’ve spent a lot of time talking about call outcomes and call dispositions as ways to identify coaching milestones—who to coach and what to coach them on. There are in fact many common CRM dispositions that map directly and reliably onto coachable phases that every sales development conversation […]

Chipping Out of the Sales Sandtrap—By Mapping Call Dispositions

Part Two of Four Conversations, like golf swings, come in distinct parts. For the golf swing, we have the setup; backswing; transition; downswing; impact; and follow-through. For sales development conversations, we have opening and agreement to engage; communicating value; offering the meeting; agreeing to the meeting (or not); and collaborating to set the meeting. Most […]

How Designers Are The Salespeople of Creativity

Recently, one of my coworkers wrote on how he became an accidental salesperson. (You can read that article here). One quote stood out to me: “I slowly built up my skills and reputation, and started making more sales. One thing became painfully obvious: in sales, you must continue learning.” As a graphic and web designer, […]

How to Get Closer to an Ideal Sales Coaching Strategy This Year

In sales, coaching and training are two terms that have often been used interchangeably, without distinction or clarity. It’s time for a change. Heading into 2017, we’d like to help make a clear distinction between sales training and coaching—and let you know which strategy we think  works. Coaching vs. Training vs. Evaluation First, sales coaching […]