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 […]

Disruption: A Tale of Two Industries

Disruption is a popular term these days. Everyone wants to disrupt in their respective industries, but few actually get it right. If done well, disruption can not only challenge the status quo but also change the way we think. In the article,  3 Major Things Social Media Can Teach Us About UX, author Sean McGowan […]

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 […]

Corporate Training & Customization

Recently, I came across an old Forbes article that linked advertising and training, “Staff training budgets are like advertising budgets; you can waste a sizeable chunk telling the wrong people the wrong things, but as with advertising, developments in technology are giving companies less and less excuse for doing so.” This is potential good news […]

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 […]

Leader of the Pack?

There are many popular misconceptions about wolf packs, especially when we over-simplify phrases like “alpha male” or “alpha female” and use them to explain human interaction and teamwork. However, that doesn’t mean we can’t learn something from the way hunting animals rely on each other to survive and even thrive. Case in point: The photo […]

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 […]