Learning & Development
ILT to vILT Transition: 5 Problems and Principles
There are 3 beliefs that organizations and companies tend to have regarding virtual instructor led trainings (VILTs). Not everyone may subscribe to these beliefs but in general, there is an assumption within our industry that: Virtual is boring Virtual is less effective Virtual is all the same While the majority may subscribe…
Read MoreHow to Deliver the Perfect Virtual Presentation – Part 3
Up to this point in the series, we’ve been focused on creating a framework and setting the stage for a drop-the-mic presentation. In Part 3, I want to shift to delivery. Here are 8 pro tips on ensuring the perfect performance. 1. Too Little is Better than Too Much The first step…
Read MoreHow to Deliver the Perfect Virtual Presentation – Part 2: Controlling the Stage
As explored in Part 1, the first step to delivering a killer presentation is understanding the right framework. Here I want to explore another critical element of the perfect performance – controlling the stage. Remember, it’s your performance, but way too often sellers allow the customer to determine the stage, the “sound system,”…
Read MoreHow to Deliver the Perfect Virtual Presentation – Part 1
Combined, over the last 30+ years, I’ve watched and made hundreds of sales presentations. Here’s the most important thing I’ve learned: the best presentation wins, not necessarily the best solution. There’s just not enough time built into the decision-making process for the proper amount of due diligence. Plus, study after study has been proven…
Read MoreDon’t Let Technology Hijack Your Virtual Coaching Goals
Everyone is talking about how to coach virtually – and that’s a good thing to be focused on. Coaching is every bit as important now as it was a few short months ago; maybe even more so. However, with the rush to adopt video conferencing and other technology aids, we want to pause and…
Read More10 Virtual Sales Training Tips: Transitioning from In-Person to VILT
As sales leaders and sales trainers, we’re all in the same virtual boat. COVID-19 has rocked that boat, and this new all-digital norm is here to stay – at least for a while. As a leader in the sales training industry, we’ve been in the weeds, navigating the challenges that come with adapting our…
Read MoreReview of the Top 6 Virtual Sales Training Programs in 2020
If you inhabit the world of sales, chances are you’ve participated in multiple sales training programs over the course of your life as a sales professional. And the reality is, as working from home becomes more commonplace and cost-effective, you’re likely thinking about taking your organization’s sales training online. If so, you’re going to…
Read MoreAre You Virtually Prepared for the Personal & Professional Impact of Coronavirus?
The coronavirus. COVID-19. It’s all over the news, and already greatly impacting people and businesses alike. We’re being affected personally and professionally. Schools are closed, restaurants and retailers are closed or operating in a limited capacity, and businesses have implemented mandatory work-from-home policies. But what exactly will that impact be? And how can we…
Read MoreInbound Selling – Part 1: A 15 Second Solution to Selling More in a Call Center
Prospect Your Way to Selling Success – Step 5: Persistence
I love Cinderella stories – when someone overcomes impossible odds to do something great. It doesn’t matter if it’s an athlete, teacher, rockstar, mom, politician, or accountant, the story always moves me. This weekend I heard a new one. As Josh Allen, the quarterback for the Buffalo Bills, was about to take his first snap…
Read More