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Viewing posts in the Message Consistency category

Modern Sales Onboarding Bridges the Gap Between Training and the Field

Bridging the gap
Here are two pretty important facts about B2B sales:  You need to train your new reps to enable their success, and training isn’t over when your new reps start selling.   If you’re looking at how you can improve your onboarding approach, you should consider what modern sales onboarding looks like. Modern Sales Onboarding Sales organizations always want their onboarding processes to be effective at creating productive reps, but also efficient at getting them out into the field quickly. The challenge is that traditional training methods–concentrated events packed with lengthy content and... Continue Reading

To Boost Adoption of Modern Sales Learning Tech, Follow the ‘7 C’s of High Engagement’

One mistake often made by early adopters of new technology is that they assume everyone will automatically embrace their favorite new technology, product, or service. “How can they not fall in love with this?” they think. “The benefits speak for themselves!” Unfortunately, the benefits of even the most revolutionary products aren’t always self-evident. According to Business Insider, for example, the man who introduced the umbrella to Britain’s streets in the 1750s (Jonas Hanway) was pelted with garbage and insults by his fellow pedestrians. Don’t Take Engagement for Granted To our knowledge, no... Continue Reading

How Nuveen Expanded Their ‘Content Creator Pool’ for Better Learning and More Consistent Messaging

High_Performing_Sales_Training_Teams
Want to learn how to fix a leaky faucet? Call up a YouTube video. Need an analysis of how the midterm elections might affect your mutual funds? Ask Alexa to round up relevant articles, blogs, podcasts and videos from top subject matter experts. Despite the much-heralded “democratization” of content creation that helps people every day, many companies still rely on a tiny number of “the usual suspects” for their communications and sales training content. If not for the fact that much of this content is distributed by email, you might think the... Continue Reading

Helping Sales Teams ‘Get Their Stories Straight’

Sales_Narrative_Stories
Consistent messaging is a must for optimizing sales. However, it’s also one of those goals that’s easy to set, but not so easy to achieve. Over the years, I’ve seen lots of sales teams struggle to speak the same language when it comes to their products—to get their stories straight and keep them straight. Here’s where sales learning and coaching platforms help. Easy-to-find Sales Learning Content When you’re onboarding new reps, one of the biggest challenges is getting them the product information they need when they need it—i.e., yesterday. These platforms make... Continue Reading