The “Other” Marketing Science
June 27, 2018
Being the VP of Marketing for a marketing and sales messaging and skills organization is not always easy. My team and I are well… Read more
From Offline to Online to Inline Learning
May 31, 2018
Most training and learning efforts are based on clusters of competencies, supported by a curriculum or catalog that gets scheduled on calendar-based interest and… Read more
Do Botanists, Bakers and Farmers Know More About Revenue Than You?
May 7, 2018
Think about these three things: a honeycrisp apple, a cronut and a mule. Each is an example of a hybrid that was created for… Read more
What’s the Best Approach for Upselling Customers to Upgraded Solutions?
April 20, 2018
“But how do we sell in this situation?” Research has a way of begetting more research. As soon as we conduct a study that… Read more
How to Up-Skill Medical Device Sales Reps: Carpets vs. Clinics (Part 2)
April 3, 2018
In the previous post, you learned about the hypothetical Sarah, an experienced medical device sales rep who has run into trouble closing deals. Seismic… Read more
New Directions for Medical Device Sales Reps: Carpets vs. Clinics (Part 1)
April 3, 2018
Sarah can’t close enough deals to meet her goals. A medical device salesperson with a history of exceeding her quota, she has plenty of… Read more
Just in Case vs. Just-in-Time Online Sales Training
March 22, 2018
Online sales training based on calendars and catalogs is designed to get reps skills that may or may not be relevant to their most… Read more
“Why Evolve?”: Researching the Best Upselling Techniques
March 15, 2018
If our recent research reveals one big truth about marketing or sales, it’s that your messaging and skills training can’t be monolithic, a one-size-fits-all… Read more
Taking Virtual Sales Training Beyond eLearning
February 20, 2018
If you accept that the traditional in-person classroom is the gold standard of sales skills training, then it follows that virtual training will only… Read more
Can Virtual Sales Training be Better Than Traditional Classroom Training?
February 9, 2018
In-classroom training limitations are only exacerbated in a virtual classroom. Is there a better way? Everyone assumes that virtual sales training is a pale… Read more
