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January 6, 2019 - Quenching Your Customer’s Thirst for Value

Quenching Your Customer’s Thirst for Value

Selling water to a thirsty person should be easy, right? Not so fast. Salespeople often miss the big opportunity because they fail to expand the conversation beyond making the simple sale. Many times customers need more than a simple answer to an immediate problem—they need a way out of the desert.

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January 11, 2011 - Let's Stop Handling Objections!

By Carl Eidson

Consider this scenario: The customer says, “The competition has the same thing you have, but the price is lower.” What does the sales rep do? Possibly point out differentiators and highlight the value to the customer. If that doesn’t work, free value-adds might be thrown out to entice the customer to buy. And what if the customer continues to maintain a hard price position? In my experience, the salesperson will often end up giving in to the customer’s demands, lowering the price or margin or both, sacrificing profitability to save the sale. learn more

November 4, 2010 - Calling on executives... don't get "referred downward"

By Ken Valla

Not long ago I was talking with a senior executive about the barriers confronting salespeople who want to meet with their customers' top leaders. I mentioned the common complaint that executives are hard to access and often refer salespeople right back down the line to their functional department heads. His response stuck in my mind: "You get referred to who you sound like." learn more

October 8, 2010 - Building Cultural Competency

By Carl Eidson

A culturally diverse project team breaks down because team members can’t make a key decision that is core to the team’s mission. Some team members claim others are spending too much time off task and failing to share critical information. Other team members say the team leader is forcing decisions too quickly without allowing time for conversation, thought and consideration of alternatives. The executive sponsor is mystified. She wondered: “What’s the problem with this hand-picked team of high performers and how do I get them back on track?” learn more

August 2, 2010 - Do You Have What It Takes to Be a Successful Virtual Learning Facilitator?

By Nancy Frevert

Many of our clients tell us that they are interested in virtual learning and want to understand how to ensure the success of a virtual learning initiative. We discuss with them the various factors that affect the virtual learning environment—great design, the right technology, etc. But in recent conversations with some of our most successful facilitators, I was reminded of just how critical their role is in a virtual learning environment. learn more

July 19, 2010 - What Are Today's Top Training Priorities? Insights from Industry Leaders

By Carl Eidson

In the past few months, I have had the privilege of attending two of our industry’s leading professional conferences: American Society for Training & Development (ASTD) and the Society for Pharmaceutical and Biotech Trainers (SPBT). learn more

July 6, 2010 - Leader or Individual Contributor?

By Hazel Stewart

The recent change in Australia’s top leadership role (the replacement of Prime Minister Kevin Rudd by his deputy Julia Gillard) resulted in a myriad of articles and comments about Mr. Rudd’s leadership style. learn more

May 10, 2010 - The Evolution of Virtual Learning

By Michael Leimbach

I conducted my first virtual learning session almost 15 years ago. I chuckle a little when I think back to how limited the technology and my experience were back then. About all you could do was show your slides, maybe conduct simple quick polls that you had to create on the fly, and maybe let the participants write on a whiteboard (why did they all use the upper left-hand corner?). learn more

April 15, 2010 - Virtual Learning: What's the Real Scoop About Making It Both Virtual and Effective?

By Nancy Frevert

Clients are asking a lot of questions about virtual learning these days, and it’s not surprising. There are so many ways that virtual learning makes sense. Instead of bringing people to a common location for training, why not bring the training to them? Instead of paying a big travel bill and disrupting work schedules, why not integrate the learning right into the work environment? Why isn’t everybody doing it more often? learn more

March 15, 2010 - What's the Payoff for Investing in Your Sales Managers?

By Michael Leimbach

Recently we took a detailed look at how sales managers can impact the results of sales training. We expected to see an effect, but were surprised ourselves to see how much difference sales manager involvement makes. If managers are on board with the initiative and know how to coach, their involvement can increase the impact of training by as much as 24%. learn more

January 4, 2010 - New Year’s Resolution: Get Managers Involved for Better Learning Results

By Ed Emde

As you start out another new year, possibly with a more limited budget than in the past, you might be thinking about how to make sure you get outstanding results out of this year’s initiatives. learn more

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