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 […]

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 […]

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 […]

Viddler’s History of Interactive Sales Training

In 2005, Viddler created interactive video technology that enabled children to really engage with video. When the video character asked “where’s my lunchbox?”, the child watching could click the video on the missing lunchbox and the character would say “thank you!” As the video continued to play, various interactions, assessments really, were presented the the […]

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 […]

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 […]