siriusdecisions-summit-2016

3 Key Things I Took Away from SiriusDecisions Summit 2016

Last week –– along with 3000 other marketing and sales professionals –– I descended upon the Gaylord Opryland Hotel in Nashville, Tennessee for the 11th annual SiriusDecisions Summit. In addition to making incredible connections with key customers, having insightful conversations with SiriusDecisions Analysts, and networking with sales and marketing leaders at the Summit, I was…

Sales_Learning_Cycles

Learning Cycles: A Structure for Sales Training

Bringing structure to your sales training improves seller efficacy In a follow-up to Part 1 – a profile of efficiency vs. efficacy in sales training – we suggested a framework to help bring structure to sales training. Here, I’ll share that framework, and answer a key question: “how do you make sales training stick?” Given…

Efficiency vs Efficacy in Sales Training

Among the many casualties of the financial crisis of 2008, the economy suffered a loss of jobs. “Do more with less” became the unfortunate mandate from senior management. And you know what? We did. Across the next few years, we experienced what many call the “jobless recovery,” where most of the jobs lost were never…

The Last Mile

Why Bad Training Can Break a Good Organization Centuries of sales training and billions of dollars of research have failed to answer one crucial question in sales: why do our attempts at getting our team to consistently engage prospects and customers with a great message ultimately fail? Marketing creates a great message and shares it…