The next best thing to being there
Back in the 1960s and 70s, the Bell phone system had a catchy commercial slogan I remember to this day: “Long distance. It’s the...
From Offline to Online to Inline Learning
Most training and learning efforts are based on clusters of competencies, supported by a curriculum or catalog that gets scheduled on interest and availability....
What’s the Best Approach for Upselling Customers to New Solutions?
“But how do we sell in this situation?”
Research has a way of begetting more research. As soon as we conduct a study that illuminates...
Maybe virtual isn’t the answer
Can virtual training be better than traditional classroom training for behavior change?
In-classroom training limitations are only exacerbated in virtual classroom. Is there a better...
Decide or defer: What Message Moves Executives To Buy Now?
A sales rep at a medical equipment company recently told me he lost a deal for an MRI machine, not to another MRI competitor,...
A Marketing and Sales Blind Spot?
Are marketers and salespeople so focused on early stage demand generation that they’re missing other big opportunities to drive revenue?
When marketers and salespeople align...
The Just-In-Time Training Revolution
When it comes to enabling salespeople to be great “in the moment” across the different types of selling situations they face, the technology is...
