Members of Training Industry's Learning Communities share the
following articles to enhance understanding of best practices, learning
solutions, and emerging trends in training. Members may click on a
link to access the article.
Using Avatars - a Developer’s Perspective
In today’s world, where a growing number of learners grew up in the computer game, MTV, generation, training developers are recognizing that young learners think in dynamic, action-based graphics, wanting to see and hear material and have it move and capture their attention. Learner engagement – that’s the challenge of today’s online course development. How do we bring what’s good about instructor-led training to asynchronous online learning?
by Timothy Freriks, President/CEO, TelSim Software
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Managing Accounts: Build Rapport and Revenue
We tend to think of sales as all about gaining new clients and new accounts. However, existing accounts and clients represent new sales as well. Meeting and exceeding customer expectations and becoming a valuable business resource for your current accounts is one of the best sales tools you have. Moreover, your customers are prime targets for competitors. Guard your sheep well by keeping the grass the greenest in your pastures.
by Janek Performance Group
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How to Get More Done in Less Time
Owing a business is an audacious task. There are numerous things that need to be completed in a day. It gets so frustrating that owners and fitness professionals question how all will get accomplished. The crux of the issue lies not in the amount of time or lack of time, but organization.
by Drew Stevens, PhD
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Synergy That Sells
Managing the Relationship Between Sales & CRM Systems
Obtaining and managing access to vital data about clients and prospects is no longer a luxury reserved for the world’s largest organizations, but a business necessity for most companies today. In fact, a recent article from CSO Insights reports that nearly 70 percent of the organizations surveyed for its annual study have implemented or plan to implement Customer Relationship Management (CRM) programs.
by Dave Mattson, CEO of Sandler Training
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Selling in a Gloomy Economy
What is the difference between selling in a robust economy and selling in a failing economy? A lot. But not what you think.
Your product is the same
Your pitch/presentation is the same
The buyer’s need is the same
What’s different is the decision making process the buyers need to go through. Do they have a problem that needs to be resolved now, and the economy has mitigated the types of solutions they seek? Do they have a problem that can be fixed with a partial, cheaper solution, or with internal resources that can be modified to create a solution? Do they wait until…. until they have some belief that their business won’t be at risk?
by Sharon Drew Morgen
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Lego Lessons for Salespeople
Linda's blog on lego lessons for sales people.
by Linda Richardson
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Resolve Buyer Objections; Close More Sales
You will never lose a sale, unless the buyer has one or more objections than you can answer effectively. Ironically, however, if you deal with objections in the way that is most "natural" for you, your chances of being consistently successful are greatly diminished. In fact, even highly-experienced salespeople close only about one-third of their new prospects, while losing two-thirds to objections. Despite all that has been written, most salespeople are not confident when dealing with objections. Now, that can change for you. My studies provided new insights and techniques that will enable you to prevent or resolve most objections and close the sale.
by Conrad Elnes
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Employee Skills Training, Compliments of Your State Government
State and local governments are so committed to retaining area businesses that they encourage training through programs that reimburse certain expenses. But securing those funds can take persistence and its own unique skills set.
by Paul Harris
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Cisco Announces Authorized CCIE Training Program
Cisco has announced a major enhancement of the CCIE certification program, supported by the first authorized CCIE training program. The “Cisco 360 Learning Program” is a six month blended learning program with over 400 hours of instruction.
by Rick Gregory
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How to Develop an Effective Sales Compensation Plan
You may have noticed the "Ask a Question" link on the left-hand side of every page of this website. The number one topic (by a wide margin) for the questions submitted has been sales compensation.
by Alan Rigg
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Speed To Proficiency
The difference between a key employee who's just OK v. one who is truly proficient at their
job can translate into millions of dollars to the bottom line of any company. In any business
arena where the demonstrated mastery of new knowledge and skills is critical to the success
of the business speed to proficiency is the name of the game.
Several examples where speed to proficiency is particularly critical are:
by Bill Bruck, Ph.D., and Q2Learning, LLC
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Value-Centered Selling
How to Sell Value Over Price.
When I first started playing the selling game, I thought selling was all about “the deal”. In fact, I was even taught to use the “what’s it going to take” closing technique to close the deal. While these closing gimmicks might work if you’re selling used cars or timeshares, they don’t serve the professional, value-centered
salesperson well.
by John Naples
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Computer Security vs. Educational Effectiveness: Is Security Hurting Federal ADL?
All Federal Government agencies are planning to use technology (Advanced Distributed Learning – ADL) to deliver training more effectively. For this reason, and consistent with industry trends, most agencies are using Web-based approaches to deliver as much electronic content as possible. However, in many and sometimes subtle ways, Web security and end-user computing platform restrictions have now become leading considerations and limitations in the development and delivery or instructional content. Sound instructional system design methodology (ISD) emphasizes the importance of proper analysis, media selection, interactivity, and collaboration to ensure the development and delivery of effective learning content. Unfortunately, many modern approaches to delivering this functionality (e.g., Macromedia Flash and Web-based collaborative tools such as WebEx) have been severely restricted or even prohibited by several Federal organizations. For secure networks with high network overhead, even straightforward rich media content can become prohibitive. Perhaps more disturbing are the subtle ways that confusion and uncertainty about the proper application of security and technical constraints work to impede ADL effectiveness.
by Steven A. Kerschenbaum and Sean Brady
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The Impact of Sales Reluctance
As a sales leader, you have spent countless thousands of dollars on the best sales training programs, cutting edge CRMs and various other sales tools. Yet, some salespeople on your team struggle as they attempt to implement the tools and training, while others take the investment and flourish. There are reasons why this occurs, and knowing why this happens can take your sales team to the next level of performance.
by Dr. John Musser
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Invest in Your Front-Line Coaches
In the twenty years that we’ve worked with Sales and Customer Service organizations one fact remains true. Front-line Coaches, your Sales & Customer Service Managers can make or break any organization. Everyone would agree with that.
by Len D'Innocenzo
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