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Viewing posts in the Sales Enablement category

Abbott Laboratories Drives Higher Engagement using Allego

As the old saying goes, “If it ain’t broke, don’t fix it.” There’s no denying that this makes sense at times, but some things don’t look broken until after they’re fixed. This is a story with which Travis Hecker, Senior Manager of Global Sales Training at Abbott Laboratories, Chronic Pain Therapy Division, is very familiar. Fighting the ‘Sunk Cost Fallacy’ “We’re really good at basic onboarding and other course-driven learning, but then we trail off,” said Hecker at the recent LTEN webinar, Using Modern Sales Learning Tools to Maintain a Competitive Edge: Insights... Continue Reading

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

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 video... Continue Reading

How to Prepare for Sales Calls with a 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 when they’re... Continue Reading