How Remote Work Has Changed Professional Communication Skills

In his book The Social Animal, cultural commentator David Brooks argues that our subconscious minds, influenced by countless nonverbal cues, determine how we behave. Salespeople and other influencers already know this. For years, they’ve been successful because they communicate well with nonverbals. But has the rise of remote work, and the decline of face-to-face contact, changed […]

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 […]

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, […]

How to Create Compliance Training That People Pay Attention To

Compliance training is not something that people look forward to. While not often associated with positive thoughts, it doesn’t have to be dreaded! We’re all adults (I’m assuming) and we understand these courses are required—to prevent some serious trouble. We’re willing to comply, to satisfy these requirements. That doesn’t mean such courses have to bore […]

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 […]

Why VR is Wrong for Interactive Training

Despite the hype, today’s Virtual Reality (VR) is unsuitable for online interactive training. Its high learning curve, production requirements, technology costs, and negative side effects make it a non-scalable, niche solution. However, 360 Video—a subset of VR—allows the user to be semi-immersed in an online scenario without the high overhead. Don’t get me wrong. I […]

Why Vimeo Isn’t Enough for Online Video Training

Companies committed to training already understand how important it is to be using video. Many of these are either using or considering Vimeo to host their training videos instead of an online video training system. There are good reasons for that. Vimeo is a reputable platform. It’s cheap at only $200/year. It’s easy to get […]

The Flexible Work Boom and What it Means for Leaders

Less than a decade ago the U.S. experienced a recession. At the same time a sizable chunk of millennials were graduating from college. (I was one of them.) The result of this American job crisis, and tightened budgets in offices and homes– prompted alternative options for flexible work and living. The long term effect is […]