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Viewing posts in the Sales Enablement category

Webinar Replays Killed the Video Star

Years ago, a research analyst determined that when it comes to retention, one minute of video is equal to 1.8 million words.  Since then, everyone has jumped on-board the video train, and now you know whom to blame the next time you suffer through an hour-long webinar replay or half-hour video missive on filing expenses.     When video content creation became economically viable for virtually anyone, many people assumed it would magically increase interest and retention in whatever subject was being presented.  Video can be transformative when used correctly, but improper... Continue Reading

For Last-Minute Prep Before a Sales Call, Give Reps a Video ‘Content Locker’

Before an athlete runs onto the playing field, or an actor walks on stage, you’ll find them in their locker room (or dressing room) putting on equipment or costumes, reviewing plays or running lines with fellow actors.   Just before “showtime,” they gauge the size and mood of the crowd to get a feel for the energy, and if they’re mute (or hostile), they’ll have to overcome it   Although sales reps are also performers, most don’t have a physical locker room where they can do last-minute prep before the game, especially... 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

Make Sales Onboarding Stick with Spaced Repetition

Designing and building effective sales onboarding programs is all about finding ways to flatten a steep learning curve. But it’s just as important to think about how to flatten an equally steep forgetting curve. Research shows people forget up to 80 percent of what they’ve learned within a month of training. That’s why reinforcement is critical. Spaced repetition is one way to keep employees thinking about new concepts until it’s burned into long-term memory. What do I mean by spaced repetition? You probably already know about repetition. You do it when you meet someone... Continue Reading